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Author: 


Say  man,  Isaac  H. 


Title: 


Utilizing  our  waste  power 


Place: 


Baltimore 

Date: 

1922 


RESTRICTIONS  ON  USE: 


FILM  SIZE:  35^,^ 


COLUMBIA  UNIVERSITY  LIBRARIES 
PRESERVATION  DIVISION 

BIBLIOGRAPHIC  MICROFORM  TARGET 


MASTER   NEGATIVE  « 


ORIGINAL  MATERIAL  AS  FILMED  -    EXISTING  BIBLIOGRAPHIC  RECORD 


\l  BTTSINKSS 

]Z52 
Sa93 


Sayman,  Isaac  H. 

«n2?^'??-''?'"  ^^^^^  P"""^^^'  ^y  T-  H-  Sayman;  pt.  1.  The 
science  of  living  ...    pt.  2.  The  science  of  salesmanship 

;tZ  I'^nrlTu-^  ""^'^"^  salesman  ...    Baltimore,  Md. 
(ine  Lord  Baltimore  pressj  1922. 

164  p.    diagrs.    20 J*™. 


1.  Salesmen  and  salesmanship.    2.  Conduct  of  life.        i.  Title. 


Library  of  Congress 
Copyright    A  674581 


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HFS438.S23 


22-12741 


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REDUCTION  RATIO:   li-i 


IMAGE  PLACEMENT:  lA  (JJ'    IB     IIB 


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LIBRARY 


School  of  Business 


1                 UTTTJZIVG 

1       OUR  WASTE  POWER 

I                                                           BY 

1                                I.  H.  SAYMAN 

PART  ONE 

THE  SCIENCE  OF  LIVING 

A  science  which  complies  with  Nature's  laws,  giving 

us  the  power  to  choose  and  obtain  the 

things  we  most  desire 

PART  TWO 

THE  SCIENCE  OF  SALESMANSHIP 

A  science,  teaching  the  profession  its  dignity  and  re- 
sponsibilities, describing  the  necessary  traits  of 
character  required  for  a  salesman,  and 
showing  how  to  attain  them 

HOW  TO  BECOME  A  MASTER  SALESMAN 

Together  with  objections   and  .convincing  answers, 
based  on  the  experience  of  the  Author 


Price  $1.50 


BALTIMORE,  MD. 
1922 


-I 


Oam, 


COPYRIGHT  1922 

BY 

I.  H.  SAYMAN 

■ALTIM OKK.  MD. 


^"t   ''"iiiiiFi 


BAUVimORB,  XD.»  0.  ■•  A* 


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DEDICATION 

r/izs  5oo/f  is  helpfully  dedicated 

to  the  one  who  doesn't  know, 

the  one  who  wants  to  know, 

and 

to  the  few 

who  "  THINK  "  they  know 


I"' 


INTRODUCTION 

Dear  Reader,  if  you  are  interested  in 
your  own  welfare,  I  will  guide  you  step  by 
step  toward  higher  planes.  If  you  are  an 
acknowledged  and  successful  leader  or  the 
most  humble  wage-earner,  I  can  increase 
your  power  by  showing  you  how  you  are 
letting  it  go  to  waste. 

We  all  waste  some  portion  of  our  power. 
Pew  use  more  than  sixty  per  cent,  while 
most  of  us  use  less  than  thirty  per  cent. 
Only  five  per  cent  of  the  people  are  em- 
ployers, the  other  ninety-five  per  cent  are 
employed  and  supported  by  the  five. 

My  aim  in  writing  this  book  is  to  help  you. 
My  salesmen  also  are  trying  to  help  you. 
They  have  been  taught  that  service  rendered 
brings  its  own  reward.  You  have  everything 
to  gain  and  nothing  to  lose  by  reading  this 
volume.  Don't  lay  it  on  the  shelf.  Read  it 
at  once,  and  I  am  sure  you  will  re-read  it 
many  times,  and  with  each  reading  receive 
new  encouragement.  It  can  be  read  in  ten 
hours,  but  will  add  thousands  of  dollars  to 


i^!l  J 


^  INTRODUCTION 

your  bank  account  if  you  apply  the  princi- 
ples taught.    It  is  worth  trying. 

In  trying  to  help  you  I  must  strive  con- 
stantly to  accomplish  greater  achievements 
from  day  to  day,  lest,  after  sending  out  my 
words  of  encouragement,  I  become  discour- 
aged. The  fight  is  not  won  by  the  attainment 
of  our  goal ;  this  is  only  a  stepping  stone  by 
which  we  may  rise  to  higher  planes,  win 
greater  victories  and  greater  achievements. 

I  cannot  give  you  more  power.  You  Have 
It.  I  can  only  show  you  how  to  use  the 
power  you  now  allow  to  go  to  waste.  You 
can  make  your  life  a  blessing  to  yourself  and 
to  others. 

Aee  You  ON  My  WireI  Will  you  walk 
with  me  and  talk  with  me  in  the  cool  of  the 
evening,  after  the  victories  of  our  daily 
battles,  in  our  garden  of  beautiful  roses  of  a 
well-spent  day?  WiU  you  enjoy  the  fruits 
that  have  grown  from  our  labors,  and  inhale 
the  fragrance  of  the  flowers  which  we  have 
strewn  in  the  paths  of  our  less  fortunate 
fellows  f 

In  the  shade  of  the  tree  of  lowly  wisdom 
let  us  take  counsel  together  and  plan  our 


introduction  7 

work  for  the  morrow,  realizing  that  tomor- 
row is  a  new  day,  full  of  wonderful  possi- 
bilities. But  it  is  not  yet  here.  Therefore, 
let  us  enjoy  the  present,  for  yesterday  has 
passed  into  eternity;  its  joys  and  pains  have 
gone  into  history. 

Let  us  not  grieve  over  the  past  or  worry 
over  the  future.  Rather  let  us  plan  intelli- 
gently how  we  may  fill  the  flying  moments  of 
the  present,  by  doing  everything  in  our 
power  to  possess  and  enjoy  the  many  good 
things  which  God,  in  His  infinite  love,  has 
created  for  our  happiness. 

If  you'll  lay  your  plans  for  tomorrow; 
If  with  Inspiration  your  minutes  you'll 
fiU; 

You'll  have  no  regrets  or  sorrow, 
When  death  comes  your  pulse  to  stilL 


PART  ONE 

thej:science  of  living 


fi!f 


CHAPTER  1 

A  MESSAGE  OF  HOPE  AND 
ENCOURAGEMENT 

You  Are  a  King         A  Euler  of  Self 

Be  Victorious 

Dream  On,  Dream  On,  Thou  Dream 'st 
True, 

If  in  Thy  Dreams  Choice  Blessings  Come 

TO  You. 
Your  Slightest  Wish  in  These  Pages  I 

Grant, 
If  You'll  Say  ''  I  Can  "  Instead  of  **  I 

Can't.'' 
You  Are  as  Great  as  You  Choose  to  be,  or 
You  May  be  so  Frail  a  Breeze  Will  Sway  ; 
You  May  be  a  Slave,  or  You  May  be  Free, 
By  Taking  or  Neglecting  Your  Chances 

Today. 

Why  does  one  man  own  a  block  of  houses 
while  another  is  ejected  from  his  hovel  in  an 
alley  for  non-payment  of  rent  ?   When  these 
3  a 


i 
1 


12 


UTILIZING  OUR  WASTE  POWER 


men  were  born,  God  did  not  say  to  one, 
"  George,  you  are  to  become  a  millionaire," 
and  then  to  the  other,  *  *  Walter,  you  are  to 
remain  poor." 

Each  had  an  equal  chance;  each  had  the 
privilege  of  choosing  his  own  career.  If 
one  fights  hard  to  obtain  a  good  education 
while  the  other  trifles,  if  one  fits  himself  to 
hold  the  higher  positions  in  life  while  the 
other  can  only  drive  a  cart.  The  Praise  or 
THE  Blame  Eests  with  the  Individual. 

JUST  A  MOMENT  FOR  REFLECTION 

When  God  created  the  world  and  all  there 
is  in  it.  Precious  Stones,  Gold,  Metals,  and 
all  things  useful  or  ornamental.  He  created 
man  and  gave  him  power  to  have  dominion 
over  all  that  was  in  the  world.  He  gave  no 
one  more  power  or  privilege  than  another. 
The  industrious  one,  the  one  who  uses  com- 
mon sense,  the  one  who  is  industrious  with 
his  brain  as  well  as  his  hands,  the  one  who, 
besides  working,  thinks  out  means  by  which 
he  can  do  something  that  will  help  him  to 
reach  the  goal  he  has  set  for  himself,  the  one 


THE  SCIENCE  OF  LIVING 


13 


who  continually  dwells  on  the  thought  that 
he  can  and  by  the  concentration  of  his  mind 
develops  new  ideas,  is  the  one  who  will  be 
more  successful  than  he  who  dismisses  the 
subject  as  an  impossibility. 

There  are  millions  of  persons  waiting  for 
a  message  of  hope,  for  the  realization  of 
their  dreams,  for  happiness  and  comfort.  It 
is  your  inheritance  by  divine  right,  if  you 
know  how  to  claim  it. 

Therefore,  I  am  sending  this  message. 
Every  page  will  unfold  to  you  a  mystery,  a 
practical  way  of  doing  things.  Make  the 
start  and  develop  the  power  that  lies  within 
you.  When  you  read  this  book  you  will 
wonder  at  the  simple  rules  of  growth ;  they 
are  nature's  laws;  the  oldest  laws  in  the 
universe. 

I  have  succeeded  by  laying  claim  to  the 
right  of  my  divine  inheritance. 

By  the  law  created,  called  nature. 
Before  the  mountain  or  hill. 

That  man  shall  choose  his  future. 
By  the  Power  of  His  Will. 


14 


UTILIZING  OUB  WASTE  POWEE 


THE  SCIENCE  OP  LIVINQ 


15 


K.      I 


I  find  that  all  the  little  obstacles  in  life 
cannot  hinder  when  I  say  "I  Will"; 
neither  does  God  in  His  Infinite  love  com- 
pel me  to  do  anything  when  I  say  **  I 
Can't." 

Dear  Eeader,  Abe  You  Laboring  Under 
Disadvantages  1  Are  you  discouraged? 
Eead  my  message  of  hope,  my  promise  of 
victory  and  achievement.  You  wiU  find  suf- 
ficient encouragement  to  start.  I  know 
whereof  I  speak  when  I  say  you  Can  if  you 
Will.  I  have  risen  from  direst  poverty  to 
affluence  by  applying  such  thoughts  as  these. 
I  used  to  follow,  where  now  I  lead. 

If  you  have  not  reached  your  life's  desires 
up  to  the  present,  you  have  nothing  to  lose 
•and  all  to  gain.  By  following  my  sugges- 
tions, I  can  make  you  happy,  contented,  a 
leader  and  a  blessing  to  mankind. 

I  wish  you  success.  May  this  book  be  to 
you  as  a  refreshing  pool  of  clear  water  in  the 
parched,  sandy  desert  of  Life. 

TOir  CAN  IF  TOU  SAT  TOTJ  CAN 

The  secret  of  advancement  is  simple.  It 
means  just  a  constant  striving  for  greater 


development  along  all  lines— yourself ,  your 
work,  your  duty  to  your  fellow-men.  What- 
ever you  do  from  this  moment,  try  to  do  it  a 
little  better  than  you  have  ever  done  it 
before.  This  Is  the  Day  of  Your  Earthly 
Salvation. 

YoF  Have  Been  Born  Again  in  the 
World  of  Achievement.  Try  to  excel. 
Just  a  little  more  patience,  a  little  more  care- 
ful planning.  Think  while  you  work  or 
study.  Have  faith  in  yourself,  and,  like  the 
Count  of  Monte  Cristo,  you  may  shout, 
''  The  World  Is  Mine." 

Resolve  to  Act,  if  Others  Win,  You 

Can. 

when  my  ship  comes  in 

YouVe  been  looking  for  your  ship; 

You  promised  when  it  came. 
Great  things  you  would  accomplish, 

That  would  bring  you  into  fame. 

Behold  !    Your  ship  has  come  at  last  I 
Fulfill  your  boast  of  what  you'd  do; 

Look  to  the  future,  bury  the  past; 
Opportimity  has  come  to  you. 


16 


UTILIZING  OUR  WASTE  POWER 


You  promised  you  would,  **  When  My  Ship 
Comes  In.'' 

Take  charge!    You're  the  captain.    Sail 
THE  Sea. 
Make  good  your  promise,  **  When  My  Ship 
Comes  In," 
And  be  what  you  promised  to  be. 

These  pages  you'll  find  are  the  compass  and 
Chart, 
Let  this  book  be  your  guide,  if  you'd  win; 
Treasures  await  you  in  every  mart ; 
Make  good  your  promise,  **  When  My 
Ship  Comes  In.  " 


CHAPTER  2 

UNFOLDING  THE  MYSTERY 

Don't  Envy  the  Rich.  They  are  depen- 
dent on  others  to  help  them.  This  applies 
to  both  the  secretary  in  the  office  and  the 
colored  help  in  the  house.  It  will  take  the 
negro  a  half  hour  to  start  a  fire  in  the  fur- 
nace, and  the  owner,  without  help,  can  do 
the  same  work  in  fifteen  minutes.  The  hired 
man  tries  to  take  things  as  easy  as  possible, 
while  the  rich  owner  must  conserve  time  to 
get  through  the  many  things  depending  on 
him  to  be  accomplished. 

If  the  hired  man  would  try  to  do  as  much 
as  possible,  if  he  would  take  the  same  inter- 
est in  keeping  up  the  work  as  the  owner 
does,  he  would  have  more  spare  time  to  im- 
prove his  mind  by  reading,  the  time  would 
pass  more  quickly,  he  would  be  much  better 
thought  of,  and  never  would  be  out  of  em- 
ployment. 

The  trouble  is,  there  are  too  many  wage 
earners  just  putting  in  their  time  in  order 

17 


18 


UTILIZmG  OUB  WASTE  POWER 


lit 


to  draw  their  salary,  Rather  than  Taking 
A  Heartfelt  Interest  in  Accomplishing 
Results  that  Will  Advance  Their  Stand- 
ing AS  Well  as  Their  Salaries.  In  the 
above  illustration  the  hired  man  has  more 
power  than  the  owner,  but  He  Does  Not 
Utilize  His  Power. 

If  you  are  working  in  a  shop,  office  or 
store,  and  wiU  only  try  to  do  things  your- 
self instead  of  asking  the  foreman  or  the 
boss,  you  will  soon  advance  yourself.  The 
man  who  cannot  only  do  the  work.  But 
Find  the  Work  Needed  to  be  Done,  is  the 
man  who  advances. 

Fall  in  love  with  your  work.  If  you  are 
working  against  the  grain,  I  advise  you  to 
find  a  job  with  which  you  can  fall  in  love. 
Let  Your  Job  be  Your  Bride.  Some  Day 
You  Will  Get  Married  to  It.  And  then, 
and  not  untU  then,  will  you  find  contentment 
and  happiness  in  this  world  of  strife,  tur- 
moil and  hardship. 

The  Man  Who  Loves  His  Chosen  Pro- 
fession, Who  Puts  Himself  and  His  Per- 
sonality Into  It,  Is  Happy,  Respected  and 
Successful;  for  Him  There  Is  No  Strife, 
Turmoil  and  Hardship. 


THE  science  of  LIVING 


19 


The  one  REQuiRiNrG  the  Least  Supervi- 
sion Is  THE  Most  Valuable  Employe.  If 
you  are  a  stenographer  and  the  boss  must 
read  every  letter  you  write  to  correct  mis- 
takes, or  at  least  see  that  there  are  no 
mistakes,  then  you  are  expensive  help, 
regardless  of  how  small  your  salary  may  be! 
Learn  How  to  Boss  Yourself.  Look  Over 
Your  Own  Work.  See  That  It  Is  Eight. 
Use  Your  Best  Judgment. 

Don't  Kill  Time  or  Fool  Around  Dur- 
ing Business  Hours.  The  boss  does  not  pay 
you  for  that.  It  wiU  not  increase  your 
salary  or  your  standing  with  the  firm.  You 
are  getting  paid  for  your  best  efforts.  Be 
Honest  and  Deliver  the  Goods. 

Using  the  power  which  we  possess  makes 
us  leaders,  better  workmen,  better  business 
men  and  citizens.  How  to  find  and  develop 
our  power  for  our  individual  benefit  as  weU 
as  for  those  with  whom  we  come  in  contact 
IS  known  by  few,  and  is  given  very  little 
consideration  by  the  majority. 

Don't  be  a  jeUy  fish  with  a  quivering  mass 
of  generalities.  If  you  want  to  get  back 
into  the  ocean,  don't  wait  for  the  tide  to 


20 


trmiziNa  oijb  waste  poweb 


THE  SCIENCE  OF  LIVING 


21 


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wash  you  in.  Have  Enough  Backbone  to 
Gk).  Your  courage  will  inspire  and  encour- 
age others.  That  is  what  makes  some  men 
leaders. 

Many  people  have  a  wishbone  in  place  of 
a  backbone,  and  wait  for  something  to  turn 
up  instead  of  getting  on  the  job  and  turning 
it  up  themselves.  Only  about  one  man  in 
every  thousand  has  cultivated  sufficient  de- 
termination and  energy  to  do  things  that 
will  produce  results.  The  balance  of  this 
thousand  could  do  the  same  thing  if  they 
were  willing  to  pay  the  price. 

Don't  try  to  see  how  little  you  can  do.  Do 
all  you  can.  Take  a  keen  interest  in  every 
detail  of  your  work;  study  it  from  every 
angle,  try  to  improve.  Never  waste  time  in 
self  pity.  There  are  thousands  who  would 
gladly  change  places  with  you.  If  you  are 
not  what  you  would  like  to  be,  just  work 
harder  right  where  you  are,  at  just  what  you 
are  doing.  Keep  thinking  of  improvement ; 
study  up  new  ideas;  get  original  thoughts. 
They  may  not  amount  to  anything,  but  if 
you  keep  on.  Eventually  you  will  hit  the 
right  thing. 


At  least  while  you  are  trying,  you  are 
developing  your  mind,  your  thinking  power, 
your  money-making  power.  We  are  all 
apprentices,  trying  to  learn  how  to  be  suc- 
cessful. Be  patient,  and  keep  on  keeping  on. 
Don't  get  discouraged.  As  long  as  you  are 
improving  just  a  little  each  day,  yoa  are 
bound  to  win.  No  one  can  help  you. 
Neither  can  any  one  hinder  you.  You  may 
serve  a  term  in  prison,  and  while  you  are  a 
boarder  of  the  commonwealth  you  can  fit 
yourself  to  do  great  things  when  you  resign 
your  position  as  a  prisoner. 

The  core  of  the  whole  thing  is  Service. 
Try  to  render  the  best  service  you  can. 
Don't  be  satisfied.  Strive  to  improve  on 
your  best.  When  you  become  as  perfect  as 
you  think  you  can  be,  then  you  are  just  start- 
ing to  have  some  sense  and  are  in  a  position 
to  learn  something,  then  is  your  time  to 
study  harder. 

Be  a  Leader.  If  you  are  working  with 
others,  strive  to  be  at  the  head.  Make  your- 
self a  master,  regardless  of  what  your  posi- 
tion may  be.  Make  up  your  mind  you  are 
going  to  be  a  leader.    Let  the  others  follow. 


22 


vniAzmQ  OUR  waste  power 


This  means  hard  work,  determiiied  effort, 
constantly  keeping  after  yourself  and  care- 
fully outlining  new  plans  of  doing  more 
work  in  less  time.  Are  You  Willing  to 
Pay  the  Pricje  of  Su(Xess  I 

FAITH   hope  and   CHARITY 

Faith  in  your  own  ability  to  become  what 
you  want  to  be. 

Hope  for  what  the  future  holds  in  store 
for  you. 

Charity  to  the  little  obstacles  placed  in 
your  way. 


chapter  3 


WHERE  TO  STAET 

Many  people  have  paid  dearly  the  price 
of  a  harsh  answer.  Many  positions  have 
been  lost.  Fathers  have  disinherited  the 
children  they  dearly  loved,  husbands  and 
wives  live  in  disturbance,  sometimes  snap- 
ping, snarling,  swearing  and  fighting  with 
each  other,  and  still  loving  tenderly  and 
truly,  but  daily  are  cultivating  their  temper 
until  they  ask  relief  in  the  divorce  courts. 

Many  people  think  it  is  unmanly  and  im- 
womanly  to  unbend,  to  rule  gently  and  with 
kindness.  When  some  misunderstanding 
arises,  if  they  would  sit  down  and  do  a  little 
courting,  then  add  a  smile  and  a  kiss,  striv- 
ing to  please  each  other  because  they  desire 
to  show  their  love  as  in  the  days  before 
marriage,  they  would  reveal  true  manhood 
and  true  womanhood,  true  nobility,  a  real 
Gentleman.  Just  imagine  a  man  calling 
himself  a  gentleman,  who  quarrels  with  his 
wife  over  every  little  trifle. 

23 


P 


w 


24 


UTILIZING  OIJR  WASTE  POWER 


The  little  circle  of  gold  so  sacred  before 
marriage  ofttimes  becomes  the  iron  manacle 
of  slavery  after  marriage. 

If  your  wife  is  late  dressing  for  the 
theatre  party  to  which  you  were  looking 
forward  with  pleasure,  does  it  do  any  good 
to  scold?  When  a  button  comes  off  your 
shirt,  don't  grumble  or  fuss;  you  forget  to 
attend  to  things  yourself  sometimes. 

Are  you  one  of  the  men  who  expects  a 
good  hand  when  you  are  enjoying  a  game 
of  cards,  and  when  playing  in  a  streak  of 
bad  luck  do  you  make  everyone  feel  uncom- 
fortable by  your  constant  complaints? 
Does  your  wife  make  a  mistake  at  times  and 
play  the  wrong  card?  Possibly  she  is  not 
an  expert  player;  show  her  the  same 
courtesy  you  would  show  someone  else's 
wife;  don't  get  excited  and  carry  on  like  a 
prehistoric  cave  dweller,  you  are  only  play- 
ing for  pastime;  if  you  don't  lose  your 
temper  you  are  a  winner ;  make  the  evening 
a  pleasant  one. 

Remember  those  near  and  dear  to  you  also 
are  looking  for  pleasure ;  your  wife  has  the 
same  right  that  you  have.  This  nonsense 
some  husbands  or  wives  get  off  when  they 


'|I 


1 


THE  SCIENCE  OF  LIVING 


25 


say,  I  won't  stand  for  this,  or  I  won't  stand 
for  that,  is  all  wrong.  Everyone  has  the 
right  to  do  as  he  pleases;  losing  your 
temper,  or  trying  to  browbeat  those  you  love 
and  should  respect,  will  not  gain  the  desired 
results. 

You  would  do  much  for  anyone  when  ap- 
proached in  the  right  way;  try  kindness  and 
love  for  one  month.  If  you  happen  to 
marry  a  girl  who  can't  cook,  aU  the  scolding 
on  earth  will  not  give  her  the  desired  knowl- 
edge; calling  her  a  jackass  will  not  help,  for 
she  will  not  believe  you.  Buy  her  a  good 
cook  book;  do  not  command  her  to  read  it, 
ask  her  in  a  kindly  way ;  tell  her  you  desire 
to  help  her.  Keep  falling  in  love  with  your 
wife  anew  every  day,  your  courting  days 
will  never  end  and  should  not  if  you  only 
count  the  many  good  points  your  wife  has, 
and  try  to  help  her  improve  in  the  small 
things  in  which  she  does  not  measure  up  to 
your  standard  of  perfection. 

Are  you  so  great  and  she  so  smaU, 
Does  she  know  nothing,  and  you  know  all, 
Is  it  great  big  me,  and  little  you? 
Will  these  junk  ideas  carry  you  through? 


26 


UTILIZING  OTTB  WASTE  POWEB 


N 


ill 


mi 


When  you  come  home  bring  joy  with  you. 
Let  all  members  of  your  household  be  glad 
youVe  come.  If  you  have  determined  to 
overlook  the  shortcomings  of  others,  you 
may  look  for  happiness,  but  you  can't  scold 
because  your  wife  forgets  to  turn  off  the  gas 
in  the  stove,  or  accuse  her  of  wilful  waste 
because  she  pares  the  potatoes  too  thick. 

Are  you  perfect  in  all  things?  Do  you 
want  to  be  happy?  Make  others  happy; 
losing  your  temper  gains  you  nothing. 
Therefore : 

If  you'd  be  happy  in  this  life, 
Don't  keep  fussing  with  your  wife. 
Expecting  her  to  grant  your  wish. 
She  won't  do  it,  you  poor  old  fish. 

Therefore,  your  temper  do  not  lose. 

Your  request  she  will  refuse. 

It  does  you  no  good  to  regret 

After  you  fuss,  fume  and  fret ; 

For  it's  done,  blame  yourself,  it's  done. 

The  earth  wasn't  made  for  you  alone; 
There  are  others  living  in  this  zone. 
They  have  feelings  just  like  you ; 
Treat  them  decently,  and  they  will  you. 


THE  SCIENCE  OF  LIVING 


27 


Therefore,  your  temper  do  not  lose, 
Your  requests  they  will  refuse, 
When  you  fume,  fuss  and  fret, 
It  brings  you  nothing  but  regret. 
You  can't  take  it  back,  it's  done. 
You  can't  recall  your  words,  they've  gone. 

If  you  wish  to  be  happy  every  day. 
Then  sow  seeds  of  kindness  along  the  way, 
Bringing  happiness  to  the  ones  you  meet ; 
Then  in  like  manner,  you  they  will  treat. 

If  you're  looking  for  trouble,  it's  easily 

found; 
In  every  comer  it  is  lying  around. 
You  may  find  it  in  play,  or  whatever  you 

do; 
For  you,  if  you  want  it,  for  you! 

The  cave  dwellers  used  force  to  gain  their 
ends.  When  the  prehistoric  savage  wanted 
anything  he  fell  on  his  weaker  brother  and 
took  it,  but  in  this  enlightened  age,  things 
should  be  done  in  a  different  manner.  We 
have  found  that  like  begets  like,  love  begets 
love,  hate  begets  hate.  Make  others  happy 
if  you  wish  to  be  happy;  deal  leniently  with 
others,  help  them.     If  you  must  quarrel 


28 


UTILIZING  OUR  WASTE  POWER 


don't  select  some  one  who  is  unable  to 
defend  himself,  some  one  dependent  on  you 
for  support. 

Has  it  ever  happened  that  you  were  out 
of  humor  or  in  a  temper,  that  you  would 
for  some  trivial  offense  give  one  of  your 
children  an  unnecessary  pimishment?  If 
you  were  in  your  right  mood  it  probably 
would  not  have  happened. 

Is  it  manly,  is  it  womanly,  to  vent  your 
ill  temper  on  a  defenseless,  helpless  child? 
Whipping  should  not  be  resorted  to  until 
every  other  method  has  been  exhausted. 
Don't  hit  and  scold  over  every  trifle. 

Kindness  and  kind  words  will  melt  a  child 
to  tears  as  weU  as  the  rod.  Try  kindness  and 
kind  words.  Just  because  we  have  the 
strength,  or  happen  to  be  out  of  humor  is 
no  reason  why  we  should  chastise  our  chil- 
dren for  every  trivial  offense.  Frequently 
when  the  child  will  not  mind  there  is  some- 
thing wrong.  A  change  of  association  fre- 
quently will  help. 

I  have  known  instances  where  parents 
had  no  idea  of  how  a  child  should  be  trained. 
In  such  cases  I  would  suggest  that  advice 


THE  SCIENCE  OF  LIVING 


29 


be  obtained  from  some  college  or  association 
which  makes  a  specialty  of  child  training. 
The  officers  of  the  Juvenile  Court  often 
would  be  glad  to  help  and  advise  parents. 
Force  should  not  be  used  except  as  a  last 
resort.  At  times  some  children  must  be 
punished,  but  should  never  be  punished  in 
the  heat  of  passion.  If  you  are  angry,  just 
tell  the  child  you  will  punish  it  after  a  while, 
and  then  do  it  only  when  you  can  go  about 
the  job  coolly,  just  as  you  would  trim  a  hat, 
or  button  your  shoes. 

Punish  your  child,  and  while  administer- 
ing the  punishment,  don't  scream  and  create 
a  disturbance.  This  kind  of  correction 
harms  the  child,  makes  it  revengeful.  Chil- 
dren will  do  more  for  love  than  through 
fear.  Teach  them  patiently  and  kindly  the 
right  way  from  the  wrong  way.  The  soldier 
who  fights  for  his  country  because  he  loves 
it  is  a  better  soldier  than  the  one  who  is 
forced  to  fight  through  fear  of  being  shot  as 
a  slacker. 

Losing  your  temper  brings  poor  results. 
This  is  especially  true  in  dealing  with  your 
employes.    Do  not  expect  your  help  to  be  as 


I 


p 


i  I 


m 


ill 


30 


UTILIZING  OUB  WASTE  POWER 


intelligent  as  you  are — ^if  they  were  they 
would  not  be  in  your  employ,  but  would  be 
your  partners  or  in  business  for  themselves ; 
be  patient,  you  can  get  more  out  of  your 
help  with  kind  and  encouraging  words,  or  a 
little  pleasantry,  than  you  can  by  being 
sharp  and  snappy. 

Coercion  and  anger  do  not  tend  to  make 
your  help  more  loyal  to  your  best  interests. 
It  cannot  bring  the  desired  results.  If  kind- 
ness makes  no  improvement,  dismiss  them, 
but  do  it  kindly,  let  them  know  you  are 
human  and  have  the  right  spirit ;  they  will 
remain  your  friends,  which  is  the  most  valu- 
able asset  any  business  man  can  have. 

It  will  require  some  effort  on  your  part  to 
do  this,  it  will  take  time;  do  not  become 
discouraged  if  you  find  it  difficult.  Remem- 
ber, it  took  thousands  of  years  for  us  to 
reach  our  present  stage  of  civilization,  and 
when  we  display  our  temper  it  only  means 
that  we  are  not  quite  as  civilized  as  we 
might  be.    Let  us  try  to  be  more  civilized. 

If  you  are  an  employe,  I  know  it  is  hard 
to  have  someone  dog  you  around,  always 
finding  fault;  some  bosses  are  so  hard  to 


THE  SCIENCE  OF  LIVING 


31 


please.  If  you  learn  the  high  art  of  master- 
ing yourself,  you  will  not  have  a  boss  very 
long.  The  first  thing  to  master  is  the 
grouchy  disposition  we  all  sometimes  have. 
Next  learn  to  smile  when  a  frown  would 
seem  to  be  the  right  thing.  No  boss  can 
scold  or  find  fault  with  an  employe  who  has 
cultivated  a  sweet,  smiling  disposition. 

Remember  your  boss  is  in  power ;  how  do 
you  treat  those  who  are  in  your  power? 
Just  do  a  little  thinking.  How  about  your 
wife  and  children  ?  Are  you  as  lenient  with 
them  and  their  shortcomings  as  you  want 
your  boss  to  be  with  you,  or  do  you  speak 
sharply  to  them  and  dog  or  try  to  dog  them 
around  ?  Then  you  must  remember  the  boss 
has  his  troubles  good  and  plenty.  You  get 
your  wages  when  due,  but  the  boss  fre- 
quently must  borrow  money  to  pay  off  with. 
He  must  see  that  the  work  comes  in,  that  it 
is  properly  done,  and  then  frequently  waits 
a  long  time  for  his  money,  and  sometimes 
losing  it  altogether.  Have  a  little  sympathy 
for  the  boss,  try  to  help  him  solve  his  prob- 
lems and  he  will  be  proud  of  you  and  be  your 
best  friend. 


i 


m 

i 


32 


UTILIZING  OIJR  WASTE  POWER 


Children,  do  you  love  your  parents?  Do 
you  love  your  brothers  and  sisters?  Does 
everyone  love  you?  You  judge  how  much 
they  love  you  by  what  they  do  for  you,  and 
your  love  for  your  parents  can  be  judged  by 
how  much  you  would  do  for  them.  When 
you  are  asked  to  get  up  in  the  morning  do 
you  have  to  be  called  several  times?  Or 
when  you  are  requested  to  study  your  lesson 
or  do  anything  else  do  you  try  to  obey  as 
promptly  as  you  expect  your  mother  to  have 
your  meals  ready  ? 

Are  you  happy  ?  Do  you  feel  better  when 
you  disobey  and  your  parents  find  it  neces- 
sary to  punish  you?  Would  it  not  be  much 
nicer  and  make  you  much  happier  if  you 
would  just  do  everything  you  were  asked  to 
do  because  you  loved  your  parents,  and  took 
this  way  of  showing  them  how  much  you 
loved  them.  It  is  nicer  to  do  what  we  are 
asked  to  do  at  once  and  not  have  to  be  told 
over  and  over.  Do  you  want  happiness  and 
love? 

Then  try  to  help  as  much  as  you  can.  We 
can  all  do  something  for  poor  tired  mother. 
If  you  can't  make  beds  or  sweep,  you  can  at 


THE  SCIENCE  OF  LIVING 


33 


least  be  obedient.  Do  it  for  the  love  you  have 
for  mother  and  father,  and  don't  boss  your 
little  brother  or  sister  aroimd.  They  like 
to  be  happy,  too;  leave  their  things  alone. 
You  like  to  have  your  own  things  to  be  all 
yours,  and  so  do  they.  We  cannot  be  happy 
unless  we  make  others  happy. 

It  might  be  proper  to  look  on  our  different 
traits  of  character  as  idol  worship.  In  the 
search  for  success  they  may  well  be  com- 
pared to  the  forsaking  of  obedience  to  the 
power  that  could  grant  our  petition;  we  bow 
down  to  the  Idols  whom  we  know  have  no 
power  to  grant  our  wish. 

The  next  in  importance  to  temper  is  the 
Idol  of  Indifference.  It  starts  in  childhood 
days — indifference  of  children  studying 
their  lessons,  or  obedience  to  parents  and 
teacher;  trying  to  get  through  along  the 
lines  of  the  least  resistance;  trying  to  con- 
sume the  time  with  the  least  effort.  About 
the  age  of  sixteen  such  children  obtain  em- 
ployment where  they  can  make  the  most 
money,  always  striving  to  do  as  little  as  pos- 
sible. Their  Idol  worship  at  the  shrine  of 
indifference  grows  as  they  grow.  When  they 


i 


34 


UTILIZING  OUB  WASTE  POWER 


reach  manliood  or  womanhood  they  are  look- 
ing for  a  job.  The  only  things  that  interest 
them  are  what  are  the  hours  and  what  is  the 
pay.  The  question  of  how  useful  they  could 
be,  or  what  are  the  chances  of  advancement 
are  secondary. 

And  still  this  class  of  people  will  some- 
times forsake  their  habit  of  indifference  and 
take  a  real  interest  in  life  and  become  won- 
derful men  and  women.  In  the  hope  that 
these  thoughts  may  encourage  someone  and 
that  the  reader  may  awaken  and  reclaim  his 
inheritance,  and  take  advantage  of  his  op- 
portunities, I  send  forth  this  message,  take 
heed,  it  is  not  too  late. 

Selfishness  is  the  Idol  of  Self,  a  creation 
of  our  imagination,  not  an  inborn  instinct. 
God  made  us  generous,  our  real  nature  is 
self  sacrifice.  We  can  see  the  proof  of  it  in 
time  of  great  danger.  We  will  risk  our  lives 
to  save  tiie  life  of  a  drowning  fellow-human. 
Here  the  man  acts  before  he  thinks;  the 
GoD-given  trait  of  generosity  asserts  itself 
before  the  human  mind  can  think. 

The  things  we  think  we  want  in  this  life 
are  not  in  reality  the  real  desires  of  the 


THE  SCIENCE  OF  LIVING 


35 


heart.  To  illustrate,  what  do  you  want, 
Wealth?  Fame?  Fine  Clothes?  Jewels? 
Ease  and  Comfort?  If  I  were  to  say  that 
you  want  none  of  these,  you  have  no  use  for 
them  for  yourself,  it  would  seem  absurd  at 
the  first  glance.  Still,  this  is  a  fact.  Sup- 
pose I  were  in  a  position  to  give  to  you  all 
the  wealth  in  the  entire  universe,  make  you 
an  absolute  owner  of  the  earth,  and  all  there 
is  in  it  and  on  it.  Would  it  make  you  happy 
to  have  all  the  money,  clothes,  automobiles, 
jewels  and  nothing  to  do  ?  Would  you  enjoy 
it?  And  having  the  power  to  give  you  all 
in  this  world,  I  also  had  the  power  to  with- 
draw every  human  being  from  the  world, 
and  you  alone  would  enjoy  everything,  I  can 
just  imagine  how  you  would  enjoy  going 
into  a  bank  and  filling  your  pockets  with 
money;  then  go  to  a  store  and  dress  in  the 
finest  clothes;  then  to  a  jewelry  store  and 
select  the  finest  watch,  and  bedeck  yourself 
with  diamonds — ^how  long  would  you  be 
content? 

Dear  Eeader,  I  am  sure  that  is  not  what 
you  want.  If  you  have  no  one  to  admire 
your  greatness,  it  is  not  worth  while  being 


36 


UTILIZING  OUR  WASTE  POWER 


great ;  if  you  have  no  one  to  share  your  joys, 
they  have  lost  all  interest  for  you.  What 
you  really  want  is  to  achieve  and  have  your 
fellow-man  rejoice  with  you  in  your  achieve- 
ment. 

Then  if  we  are  so  dependent  for  our  hap- 
piness on  our  fellow-man,  why  this  constant 
striving  for  earthly  possessions?  Why  try 
to  make  ourselves  appear  great  at  the  ex- 
pense of  someone  else?  Why  try  to  make 
ourselves  appear  virtuous  by  condemning 
the  faults  of  others  ?  Would  it  not  be  better 
to  try  and  help  our  fellow-man  to  reach  the 
heights  that  we  claim  to  be  our  aim,  rather 
than  talk  about  him  behind  his  back  to  our 
associates  ?  Avoid  gossiping  about  someone 
who  has  gone  from  the  straight  path.  You 
are  not  doing  it  to  help  him  go  straight,  you 
are  doing  it  to  make  others  think  you  would 
be  too  good  to  do  such  a  thing. 

I  regret  to  say  that  this  form  of  selfish- 
ness is  present  in  our  homes,  our  churches, 
and  our  business.  Avoid  talking  about  the 
shortcomings  of  others.  Try  to  lift  up  your 
brother  and  friend  to  the  heights  you  claim 
to  be  traveling.    This  is  true  generosity,  the 


THE  SCIENCE  OF  LIVING 


37 


only  true  GoD-f  earing  trait  we  have.  Think 
it  over,  if  I  am  wrong  don't  tell  the  other 
fellow,  tell  me ;  show  me  the  facts,  I  am  open 
to  conviction. 

I  have  found  that  the  selfish  man  is  the 
poor  man;  he  tries  to  hoard  but  is  not  a 
success.  **  Give  and  it  shall  be  given  imto 
you.''  Whatever  you  want,  give  it  out  first. 
You  want  love  ?  Then  first  love,  that  true- 
hearted  love  that  will  do  anything  under  the 
sun  to  show  your  sincere  love.  If  you  want 
respect,  respect  others.  Everyone  has  some 
good  points,  respect  them ;  do  not  try  to  pick 
out  the  trifling  short-comings  of  your 
friends  and  associates ;  pick  out  and  look  for 
the  best  in  everyone  and  respect  them;  be  an 
optimist,  have  faith  in  yourself  and  your 
fellow-man,  then  people  will  have  faith  in 
you.  The  one  who  is  constantly  talking 
about  the  dishonesty  of  humanity  will  bear 
watching.  Anyone  can  bury  selfishness  in 
its  many  and  varied  forms  if  he  determines 
to  do  so.  It  is  a  bad  Idol  to  worship.  Con- 
sider the  other  fellow  first.  If  you  are  in 
doubt  as  to  the  right  course,  put  yourself  in 
his  place,  and  act  accordingly.    I  am  sure 


I 


38 


UTILIZING  OUR  WASTE  POWER 


you  would  play  fair,  because  it  pays  big 
dividends,  not  only  in  real  cash,  but  in  that 
greater  return,  being  satisfied  with  yourself. 

And  now  one  more,  the  false  god  Stub- 
bornness, bullheadedness.  Many  divorce 
cases  have  been  the  result  of  this  Idol,  many 
feuds  and  very  serious  misunderstandings 
could  have  been  avoided.  If  one  had  reached 
out  his  hand  and  smiled,  the  other  would 
have  followed  gladly,  but  when  neither  wiU 
make  the  first  advance,  it  goes  on  and  grows 
more  serious  as  the  time  passes. 

Are  you  looking  for  success?  Can  it  be 
gained  by  being  bullheaded  ?  Many  people 
think  it  would  make  them  appear  small  or 
beneath  their  dignity  to  be  the  first  to  start 
peace  negotiations.  This  is  not  true ;  it  takes 
a  great  man  to  make  this  step,  and  when  he 
does,  he  makes  a  friend,  and  friends  are 
necessary  to  success. 

I  have  barely  touched  on  the  subject  of 
injuring  our  most  cherished  hopes  by  wor- 
shipping at  the  Shrine  of  the  False  Gods, 
but  you  can  count  hundreds  of  Idols  you  or 
someone  else  is  serving.  Does  it  pay  ?  Does 
it  help  you  to  reach  your  goal?   If  you  wish 


THE  SCIENCE  OF  LIVING 


39 


to  attain  the  precious  pleasure  of  feeling  that 
you  are  blessed,  then  strive  to  be  a  blessing 
to  mankind;  don't  travel  alone  to  your  goal 
of  success,  it  is  lonesome.  That  is  the  reason 
I  am  writing  this  article,  I  want  to  take  some 
one  else  along.  I  like  companionship.  Are 
you  on  my  wire? 

There's  a  blessing  for  the  one  who  wrote 

this  book. 
And  many  blessings  to  the  reader  for  the 

time  he  took 
To  ponder  well  the  truths  herein 
And  fully  determine  he's  going  to  win. 


CHAPTEB  4 

WHAT  SUCCESS  IS  AND  HOW  TO 

ATTAIN  IT 

If  Your  Success  Line  is  Faint 

As  This — — 

You  May  if  You  Choose  Increase 

It  to  This  IHHHIH! 
the  moment  you  decide  to  do  so. 

Indecision  keeps  you  on  your  knees  at  the 
mourners'  bench.  Eise  Up  in  Your  Might 
AND  Shout  ''  I  Will!  "  Then  the  Glory 
of  the  Heavens  Will  Open  to  You. 

True  wealth  is  not  in  possessing  millions. 
The  one  who  has  high  ideals,  courage  and 
ambition,  is  far  richer  than  the  young  man 
who  inherits  millions.  The  Possession  of 
Money  is  Not  Success. 

The  accumulation  of  vast  possessions  does 
not  in  itself  constitute  success.  But  the 
successful  man  never  is  in  want  or  out  of 
employment  and  always  commands  the 
highest  salary.   He  is  more  independent  and 

40 


THE  SCIENCE  OF  LIVING 


41 


is  looked  up  to  as  one  to  be  trusted  and  re- 
spected. The  line  between  success  and  fail- 
ure frequently  is  exasperatingly  fine.  A 
Single  Thought  Will  Help  You  to  Cross 
THE  Line. 

Booker  T.  Washington  crossed  the  line 
from  failure  to  success  by  taking  pains  in 
sweeping  a  room  clean.  He  had  walked 
across  two  states  to  be  admitted  to  a  college. 
He  asked  permission  to  work  his  way 
through;  the  sweeping  of  a  room  was  the 
test.  Had  he  done  this  first  task  in  a  slip- 
shod way,  he  never  would  have  built  a  two 
million  dollar  institution  at  Tuskegee,  Ala- 
bama. A  little  more  effort,  a  little  more 
desire  to  please,  will  help  you  to  cross  the 
line.    No  one  has  a  comer  on  success. 

We  are  living  in  a  Grand  and  Glorious 
Free  Country,  where  ability  and  a  vdlling- 
ness  to  render  efficient  service  are  the  only 
marks  of  greatness.  Americans  would  fly 
the  Stars  and  Stripes  at  half  mast  for  a 
Negro,  if  he  was  a  benefactor  of  mankind, 
regardless  of  who  he  was,  where  he  came 
from,  or  how  he  got  here.  He  is  Hailed  as  a 
True  Nobleman. 


UTILIZING  OUB  WASTE  POWER 


THE  SCIENCE  OF  LIVING 


43 


Do  more  thinking  and  less  complaining; 
you  have  some  fault  which  keeps  you  from 
crossing  the  line  to  success.  Locate  ItI 
Look  in  Your  Mirror.  You  will  see  the 
cause.  Then  Look  Within  Yourself, 
Search  Honestly  for  the  cause;  don't  offer 
excuses.  An  Excuse  is  a  Through  Tice:et 
to  Failure  Land,  on  the  fast  express  of  I 
Don't  Care. 

Never  Mind  the  Other  Fellow  ;  we  are 
willing  to  grant  he  is  not  what  he  could  be. 
The  Place  to  Start  and  the  Thing  to  do 
IS  to  Get  Yourself  Eight.  When  I  started 
on  the  job  with  myself  I  found  I  had  taken 
on  such  a  big  contract  that  I  never  expect  to 
finish  it.  Then  again,  it  keeps  me  so  busy 
I  have  little  time  to  look  for  faults  in  others. 

I  know  they  are  there,  that  is  why  I  am 
writing  this  book.  I  am  trying  to  help  you 
in  the  same  way  that  some  one  else  has 
helped  me.  It  is  a  real  privilege  to  help 
others,  furthermore,  It  is  a  Duty,  and  of 
great  benefit  to  us  in  reaching  our  goal  of 
success.  Because,  as  we  give  out  these  suc- 
cess thoughts,  we  naturally  try  to  live  up  to 
the  standards  we  set  for  the  other  fellow ;  it 
is  a  case  of  helping  each  other;  it  also 


K 


shortens  the  journey  to  the  land  of  success, 
which  is  my  goaL 

Will  you  help  me  if  I  help  you  ? 

Will  you  strive  to  win ;  will  you  open  your 
heart? 
It's  a  great  big  job  to  carry  through; 

It  Can  be  Done  if  We  Each  do  Our  Part. 

Only  a  few  people  can  lay  claim  to  having 
been  helpful  to  others.  Many  have  been 
honest  enough  to  keep  out  of  jail ;  more  have 
been  really  honest.  Millions  go  to  church 
but  few  live  a  life  which  illuminates  the  lives 
of  others.  Very  few  say  a  word  of  encour- 
agement to  those  who  are  struggling  on  the 
rocks  of  life's  ocean;  most  of  us  are  too  busy 
trying  to  save  ourselves,  or  are  rushing  to 
some  illusive  goal,  hoping  because  we  are  not 
bad  ourselves  that  we  can  by  our  goodness, 
enter  into  the  Kingdom  of  Heaven. 

It,  however,  takes  Deeds  to  go  to  Heaven  ; 
without  good  deeds,  it  cannot  be  done' 
Heaven  must  be  earned,  and  so  must  Hell. 

A  pilgrim  once  knocked  at  Heaven's  gat 
He  had  heard  the  entrance  was  free ; 

I've  never  been  bad,  but  always  straight, 
The  Angels  in  Heaven  shall  sing  for  me. 


1 


44 


UTILIZING  OUR  WASTE  POWER 


As  he  stood  waiting,  the  gates  opened  wide. 

There  stood  St.  Peter  with  the  book  of 

life  ; 

He  opened  its  pages,  it  was  written  inside. 

This  pilgrim  never  did  wrong,  never  had 

strife. 

He  searched  the  book  through,  trying  to  find 
Something  this  pilgrim  in  life  had  done. 

Some  cause  uplifted,  or  deed  that  was  kind. 
But  in  all  of  its  pages,  there  was  not  one. 

Then  spoke  St.  Peter,  in  sorrowful  mood, 
"  You  can  not  enter,  heaven  is  not  for  you  ; 

You  have  never  done  bad,  but  you've  never 
done  good. 
Possibly  in  hell,  you  may  pass  through." 

So  this  pilgrim  knocked  at  the  gates  of  hell. 
The  devil  met  him  with  a  smile ; 

"  Return  to  earth,  and  this  story  tell, 
Mortals  must  do  deeds,  good  or  bad,  worth 
while. 

**  You're  not  good  enough  for  heaven,  too 
good  for  hell, 

Your  life,  like  the  desert,  of  action  was 
dearth ; 


THE  SCIENCE  OF  LIVING 


45 


Therefore  you  can't  in  the  spirit  world 
dwell. 

Do  something,  good  or  bad;  return  to 
earth." 

Hark  I  a  knock  in  the  coffin,  quick,  unscrew 
the  lid; 

The  mourners  were  startled,  and  held  by 
the  spell ; 

Then  the  pilgrim  related  what  the  devU  had 
said, 

"You're  not  good  enough  for  heaven, 
too  good  for  hell." 

So  I  have  determined  my  steps  to  retrace, 
Some  goal  to  reach,  I'll  reclaim  my  past; 

My  spirit  must  have  some  resting  place 
It  shall  be  with  the  Angels  in  Heaven  at 
last. 


In 


CHAPTER  B 

THE  POWER  OP  THOUGHT 

Solomon  says :  "  For  as  lie  thinketh  in  his 
heart,  so  is  he."    Many  volumes  have  been 
published  on  this  subject.   Of  the  one  I  have 
read  I  give  to  my  readers  the  conclusions 
I  have  reached.    We  can  accomplish  ahnost 
anything  when  we  think  we  can.    The  sub- 
marine, airplane,  electric  light  and  every 
other  invention  was  made  by  someone  Who 
Thought  He  Could,  and  when  the  first 
model  was  a  success  some  more  thinking  was 
done— How  It  Could  be  Improved  On. 
We  all  think  either  helpful  or  harmful 
thoughts;  Good  Thoughts  Elevate  You 
AND  Bum)  Brain  Tissues  Which  Lead  to 
Success;  evil  thoughts  degrade  and  drag 
you    down.      Thinking    builds    character. 
Good  thoughts  lift  up  while  evil  thoughts 
send  forth  a  demon  like  a  fire-brand,  destroy- 
ing the  minds  of  those  with  whom  they 
mingle.    Thoughts  are  the  coin,  decision  is 
the  merchandise.   Every  trait  of  your  char- 


the  science  of  livinq 


47 


i 


acter  has  been  bought  by  one  of  these 
thought  coins.  If  You  Go  to  the  Presi- 
dent's Chair  or  to  Jail,  you  will  have  paid 
the  price  in  thought  coins.  This  is  Also 
the  Entrance  Pee  to  Heaven  or  Hell. 
Think  It  Over,  what  are  you  buying,  what 
have  you  been  buying,  what  are  you  going 
to  buy.  You  Are  Wealthy  in  Thought 
Coins,  don 't  waste  them.  Spend  them  wisely 
and  you  may  buy  a  blessing. 

If  you  want  to  get  rid  of  a  bad  habit. 
Quit  Thinking  About  It.  PorgetIt.  The 
man  who  can  control  his  thoughts  is  greater 
than  he  who  can  bridle  his  tongue.  Mean 
people  were  not  born  mean.  They  Became 
So  BY  Thought.  If  you  have  the  blues  or 
are  despondent,  you  are  entertaining  your 
worst  enemy;  get  it  off  your  mind,  excuse 
yourself  to  the  unwelcome  *^  Thought 
Guest."  Visit  a  friend;  talk  about  some- 
thing pleasant.  There  Can  be  No  Happi- 
ness IN  THE  World  for  You  if  It  is  Not  in 
Tour  Mind.  Think  happiness,  think  suc- 
cess; though  it  may  seem  as  impossible  as 
the  submarine  was  before  it  was  invented, 
nevertheless  it  is  a  fact  if  you  think  it  is. 


48 


UTILIZING  OUR  WASTE  POWER 


The  past  has  gone  into  Eternity,  Forget 
It  I  But  Eemember,  the  future  witii  its  won- 
derful possibilities  is  yours.  Live  for  It. 
Nourish  your  mind  by  reading  books  which 
build  power.  If  You  Think  You  Have  No 
Time  to  Read,  change  your  mind  and  think 
you  have  one  hour  or  more  every  day.  Some 
people  think  they  have  no  time  to  eat;  they 
swallow  their  food  hurriedly,  they  gain  a 
month's  time  during  their  life  in  this  way, 
and  die  ten  years  sooner.  Where  is  the 
Saving? 

Therefore,  nourish  your  mind  with  good 
thought  food,  just  as  you  nourish  your  body 
with  food  that  builds  bone  and  muscle. 
There  was  a  most  wonderful  woman  who 
entered  her  final  rest  a  short  time  ago  who 
prevented  more  disease  by  the  power  of  her 
wonderful  mind  than  thousands  of  doctors 
ever  cured.  Just  Because  She  Thought 
She  Could.  You  may  say,  '*  I  am  weak." 
If  you  are,  Get  Strong.  You  are  as  strong 
as  a  frail  woman.  Mrs.  Mary  Baker  Eddy 
not  only  believed  she  had  the  power  to  think 
away  pain  and  sickness,  but  taught  the 


THE  science  of  LIVING 


49 


science  of  healthful  thinking  to  thousands 
of  others. 

I  am  not  a  Christian  Scientist,  and  do  not 
advocate  any  kind  of  rehgion  in  this  book, 
but  it  IS  a  fact  that  many  people  think  them- 
selves sick.    I  know  a  woman  who  has  some 
aihnent  ahnost  aU  the  time ;  she  is  sicklv,  she 
harbors  sickly  thoughts.    She  told  me  she 
feels  better  as  soon  as  she  sees  her  doctor 
come  in  the  door;  she  Has  Such  Great 
Faith  in  Him.    Most  people  have  heard  of 
toothache  being  cured  by  the  fear  of  the 
dentist  chair.    I  knew  a  man  who  could  not 
turn  over  in  bed  without  assistance,  yet  he 
ran  down  a  flight  of  stairs  when  the  house 
caught  fire. 

This  is  not  rehgion  or  poppycock;  it  is 
not  Christian  Science;  It  is  Common  Sense 
Tram  your  mind  to  obey  your  wishes. 


\ 


I 


CHAPTER  6 

KEEPING  FIT 

If  you  want  the  best  returns  for  your 
efforts,  try  to  keep  your  body  healthy  by 
natural  means  as  much  as  possible;  decide 
to  be  well  and  keep  well.  Cheerfulness  is 
essential  to  good  health ;  stop  worrying  and 
brooding  about  things ;  the  things  you  worry 
over  most  never  happen.  Keep  a  cheerful 
mind.  I  know  it  is  hard  when  we  see  no  way 
of  supplying  our  daily  needs,  or  when  bills 
must  be  met.    Use  a  little  common  sense. 

If  Yoxj  Need  Money  Don't  Throw 
Obstacles  m  Your  Way  of  Getting  It. 
You  can  get  it  sooner  by  being  light-hearted 
and  cheerful.  Most  people  carry  their 
cheerfulness  in  a  medicine  dropper,  and 
their  worry  in  a  couple  of  grain  sacks.  A 
smiling,  good-natured  man  is  a  real  asset  to 
any  firm.  Eat  plain  food.  Don't  over-eat. 
A  light  breakfast,  without  any  meat ;  a  glass 
of  milk  and  rye  bread  for  limch;  a  good 
supper  at  about  six,  eating  anything  sub^ 

60 


J 


THE  science  of  LIVING 


51 


stantial.     Then   some   exercise   before  re- 
tiring. 

Keep  away  from  pastry,  anything  cooked 
in  fat  or  grease;  fried  meats  are  hard  to 
digest.  Eat  boiled  or  roasted  meats,  and  as 
little  as  possible.  Hot  bread  should  be 
avoided.  If  you  like  it,  eat  hard  rolls 
heated,  or  toast.  I  have  had  only  one  cold 
in  six  years.  If  you  wish  to  avoid  colds, 
don't  wrap  yourself  up.  Your  face  and 
hands  are  the  same  kind  of  flesh  as  your 
neck  and  body.  When  you  swathe  yourself 
in  warm  wraps  to  keep  from  catching  cold, 
you  are  softening  your  body  and  weakening 
it,  making  it  like  a  hothouse  plant  which 
can  stand  no  cold  or  air.  Mothers  swathe 
their  children  in  wraps  and  bundle  them  to 
prevent  colds.  They,  however,  are  only 
building  weak  bodies  and  encouraging 
sickness. 

I  am  sixty  years  of  age,  take  a  cold  bath 
every  morning,  frequently  in  a  cold  bath 
room.  Early  in  the  morning  in  extremely 
cold  weather,  I  get  up  and  go  out  with  noth- 
ing on  but  my  bathrobe.  I  live  in  the  sub- 
urbs and  have  no  neighbors  near.    When  I 


it 


;t 


I 


52 


"UTILIZING  OUR  WASTE  POWER 


get  out,  I  take  off  my  robe  and  take  my  exer- 
cise in  the  crisp  morning  air,  or  in  the  snow, 
rain  or  sleet.  Sometimes  the  thermometer 
is  near  zero.  Exposure  does  not  give  you  a 
cold,  but  sleeping  in  a  warm  room  or  with 
closed  windows  will  injure  the  health  of 
anyone. 

You  should  feel  like  jumping  over  the 
house  when  you  get  up  after  six  hours'  sleep. 
Never  sleep  over  seven  or  eight  hours,  and 
never  He  abed  late  on  Sunday  morning.  Get 
up  early  and  cultivate  your  mind.  One  hour 
every  day — from  five  to  six,  or  six  to  seven — 
spent  in  reading,  in  twenty  years  will  make 
a  difference  of  many  thousands  of  dollars  in 
your  bank  account.  You  can't  make  money 
by  sleeping  late.  It  makes  one  lazy;  avoid 
this  bad  habit. 

Next,  read  health  literature.  Take  long 
deep  breathing  exercises  every  morning  in 
the  fresh  air.  If  you  are  living  in  stuffy 
down-town  quarters,  take  an  early  morning 
run  to  the  park  or  wherever  there  are  trees. 
There  drink  nature's  remedy — God's  fresh 
air.  Make  up  your  mind  you  are  well,  and 
you  will  feel  better. 


THE  SCIENCE  OF  LIVING  53 

Becoming  prosperous  is  simple  when  we 
get  the  right  angle  on  the  rules  of  accumu- 
lation. First,  you  must  grow,  develop,  set  a 
goal  for  yourself.  Twelve  years  ago  I  set 
mine  at  ten  thousand  dollars.  I  have  had  to 
set  a  new  goal  several  times  since. 

If  You  Have  Taken  the  Wrong  Road, 
Come  Back,  decide  to  make  your  air  castles 
a  reality. 

I  am  showing  you  the  way, 
If  you'll  only  say, 

''  By  the  Help  of  God  I  Will." 
You've  missed  your  way,  I  don't  know 
why; 

Come  back;  You're  good  for  another  try. 

Can  the  Wage  Earner  Become 
Wealthy  ? 

The  reason  why  the  wage  earners  are  not 
becoming  more  prosperous  is  because  they 
are  trying  to  increase  their  wages  without 
increasing  their  output.  When  the  wage 
earner  receives  larger  wages  without  render- 
ing greater  service  it  increases  the  cost  of 
production.    Wage  earners  are  not  getting 


54 


Jj! 


1 1 


f 
1  It 


'4 

J 


UTILIZING  OUK  WASTE  POWER 


the  better  of  capital  by  striking  for  higher 
wages  or  shorter  hours,  because  the  greater 
the  cost  of  production,  the  higher  must  be 
the  price  of  the  product. 

Capital  sets  the  price,  creates  the  fashions, 
builds  theaters,  and  in  every  way  paves  the 
way  through  trade  channels  to  compel  the 
wage  earners  to  return  their  earnings  to 


CAPITAL 


TRADE  CHANNEL 


LABOR 


capital.  Roger  W.  Babson  illustrates  the 
matter  very  nicely  with  two  tanks.  One 
tank  is  fifty  feet  wide,  while  the  other  is 
only  three  feet  wide.  The  wide  tank  repre- 
sents capital,  while  the  small  tank  repre- 
sents the  wage  earner.  At  the  bottom  these 
two  tanks  are  connected  with  a  pipe  repre- 
senting the  trade  channels.  I  illustrate  in 
the  above  diagram  of  the  two  tanks.  Re- 
gardless of  how  much  water   (the  water 


THE  8CIIENC5E  OF  LIVING 


55 


resembling  money)  you  pump  into  the  three 
foot  tank,  it  will  flow  through  the  pipe  at  the 
bottom  (representing  the  trade  channel)  into 
the  larger  or  the  capitalist's  tank.  Each 
will  be  level  owing  to  the  fact  that  one  tank 
cannot  be  filled  with  water  two  feet  and  the 
other  six  feet,  as  it  will  flow  through  the 
trade  channels  and  find  its  level.  The  only 
way  the  wage  earner  Can  Retain  More  of 
THE  World's  Wealth  is  to  Enlarge  His 
Tank. 

If  the  education  we  have  received  in 
school  makes  us  more  capable  and  efficient, 
why  do  we  discontinue  our  studies  ?  There 
are  many  other  things  we  can  learn  besides 
reading,  writing  and  arithmetic.  The  chil- 
dren receive  no  business  training  in  school, 
even  the  college  graduate  has  no  developed 
business  ideas. 

Our  working  day  has  been  shortened  to 
eight  hours  in  place  of  ten.  What  use  are 
we  making  of  these  extra  two  hours?  If 
we  would  use  one  of  these  hours  every  day 
in  helpful  reading,  this  would  develop  our 
reasoning  power,  our  power  of  thinking  con- 
structively and  thereby  increase  our  earning 


tf 


Jl 


>  ! 


■  * 


56 


UTILIZING  OUR  WASTE  POWER 


power.  Developing  Our  Efficiency  Will 
Increase  Our  Earning  Power  without 
adding  to  the  cost  of  production. 

When  we  receive  a  wage  increase  by  going 
on  a  strike,  we  are  not  benefited  perma- 
nently as  we  are  only  pumping  water  out  of 
the  big  tank  into  the  smaller  tank  and 
through  the  trade  channel  it  will  flow  back 
into  the  large  tank.  To  illustrate:  When 
the  coal  miners  go  on  a  strike  and  receive 
fifty  cents  more  a  ton  for  mining  coal,  it 
temporarily  puts  more  water  into  the  small 
tank,  but  when  the  operator  charges  one 
dollar  more  a  ton  for  the  coal,  the  increase 
flows  back  into  the  tank  of  the  capitalist; 
then  when  the  retail  coal  dealer  charges  one 
dollar  more  at  his  end  per  ton,  more  water 
flows  back  into  the  capitaUst's  tank  again. 
In  the  End  the  Wage  Earner  Pays  It 
Back;  while  it  also  affects  the  rich  man,  he 
only  needs  to  advance  the  price  of  the  com- 
modity he  seUs.  If  he  is  operating  a  moving 
picture  parlor,  he  just  advances  the  admis- 
sion, But  if  the  Wage  Earner  Increases 
His  Pay  by  Eendering  More  Efficient 
Service,  He  is  Widening  His  Tank  so  it 


I 


the  science  of  living 


57 


Will  Retain  More  of  the  Wealth  He  is 
Helping  to  Earn.  Try  to  increase  your  out- 
put ;  if  you  increase  your  wages  without  in- 
creasing your  production  you  are  only  mak- 
ing the  article  you  produce  cost  more  to 
everyone  and  the  poor  man  is  the  greatest 
sufferer. 

I  am  speaking  to  you  from  experience.  I 
have  risen  from  direst  poverty  to  aflfluence 
and  wealth.  I  never  went  to  school  a  day  in 
my  life  and  started  to  study  my  A  B  C  after 
I  was  twenty-four  years  of  age,  having  been 
left  an  orphan  at  the  age  of  six  and  grew  up 
in  the  underworld  of  New  York  as  a  news- 
boy and  a  bootblack;  surely  you  with  the 
education  you  now  possess  can  rise.  In 
order  to  help  you  reach  the  higher  planes  I 
have  written  a  course  in  salesmanship;  by 
studying  the  second  part  of  this  book  you 
may  become  a  star  salesman,  and  even  if  you 
do  not  wish  to  give  up  your  present  position 
to  enter  the  field  of  salesmanship,  you  may 
earn  from  five  to  ten  dollars  a  day  after 
working  hours  by  selling  something  which 
would  be  of  great  benefit  to  your  fellow  man. 
Peace,  Power  and  Plenty  Are  Yours  if 


58 


UHLIZINQ  OTJB  WASTE  POWEB 


11 


.1 

I 


You  Will  Only  Grasp  Your  Opportuni- 
ties. 

S-E-E-V-I-C-E 1  To  Serve  Cheerfully, 
Willingly,  Joyfully,  You  are  grown  up; 
your  parents  cannot  compel  you  to  do  any- 
thing. God  will  not  make  you  do  either  good 
or  evil.  The  choice  has  been  given  you.  If 
you  work  because  you  have  to,  and  work 
against  the  grain,  then  you  are  a  slave,  you 
are  driven  by  the  lash  of  compulsion.  Your 
accomplishments  and  achievements  give  you 
no  joy;  the  only  thing  you  see  is  pay-day. 

If  you  have  this  spirit,  if  you  feel  the 
yoke  galling,  You  Are  a  Failure,  a  Poor 
Man,  Poor  in  Pocket  as  Well  as  in  Heart 
and  Spirit.  You  Have  Brought  Yourself 
Down  to  the  Level  of  the  Work  Horse, 
who  works  because  he  has  to.  The  horse 
takes  no  joy  out  of  his  work,  he  is  only 
thinking  of  when  he  is  going  to  eat.  Pay  is 
A  Secondary  Matter,  It  Takes  Care  of 
Itself.  Sheldon  puts  it  very  nicely.  He 
says,  "  Pay  is  the  effect,  work  is  the  cause; 
if  you  want  more  pay  increase  the  cause  of 
your  being  paid,  render  greater  service.  If 
you  want  heat  you  built  a  fire.    The  fire  is 


Q 


I 


J 


THE  science  of  LIVING 


59 


the  cause,  heat  is  the  effect,  if  you  want 
more  heat,  you  increase  the  cause  and  put 
more  wood  on  the  fire.'' 

Service  is  the  cause,  pay  is  the  effect ;  in- 
crease your  output,  render  greater  service; 
the  effect  or  increased  pay  is  the  natural 
result  and  takes  care  of  itself. 

Therefore,  if  you  want  more  pay,  learn 
to  love  your  work;  if  you  are  doing  some- 
thing you  cannot  like,  or  if  you  are  working 
against  the  grain,  stop  it,  do  something  you 
like,  then  you  will  become  a  master  and  a 
success.  Take  courage,  you  can  if  you  will ; 
you  have  a  new  view  of  things  now,  change 
your  Work  to  Loving  Service. 

Man  is  Xinq  Over  Mind,  Body  and 
Circumstances 

Man  does  what  he  wishes,  when  he  makes 

up  his  mind. 
When  he  is  determined,  some  way  he'll 

surely  find 
To  solve  his  every  problem,  if  he  sincerely 

strives 
To  study  the  Laws  of  Nature  controlling 

our  lives. 


I 


'\ 


60 


TTTILIZINa  OUB  WASTE  POWER 


it 
111 


^1 


We  are  created  as  kings,  with  unlimited 

power  of  choice, 
Let  us  claim  our  birth-right  in  strenuous 

tone  of  voice. 

All  the  Demons  in  Hell,  No  1  not  even  the 

Devil  himself 
Can  deprive  us  of  this  power,  unless  we  do 

it  ourself . 

But  neither  will  God  Ahnighty,  with  His 

hosts  of  Angels  in  Heaven, 
Compel  us  to  use  our  birth-right ;  to  us  this 

power  is  given 

By  a  law  that  was  created  before  the  moun- 
tain or  hill. 

That  man  shall  choose  his  future.  By  the 
Power  of  His  Wiu^. 

Which  would  you  select,  my  friend,  had  you 
the  power  to  choose. 

Wealth  ?  Fame  ?  A  Palace,  or  a  hovel  and 
a  keg  of  booze  ? 

If  you  wish  to  be  successful  and  have  every- 
thing go  nice. 

Nature  will  grant  you  every  wish.  If  You 
Only  Pay  the  Price. 


THE  SCIENCE  OF  LIVING 


61 


Jesus  Had  to  Pay  the  Price  by  his  suffer- 
ing on  the  cross ; 

Your  employer  had  to  do  the  same,  or  he 
wouldn  't  be  the  boss. 

If  You'll  study  up  the  law  of  Nature's  com- 
pensation. 

You'll  find  that  you  must  rule  yourself  be- 
fore you  rule  a  Nation. 

So  set  your  goal  today,  my  friend ;  the  law 

that  governs  luck 
Is  controlled  by  him  who  says  "  I  Will  " 

and  backs  it  up  with  Pluck. 
No  power  can  hinder  you  reaching  Your 

GoAL^  Be  It  High  or  Low ; 
In  all  your  past  experiences,  I  know  you've 

found  it  so. 


• 


PART  TWO 

THE  SCIENCE  OF  SALESMANSHIP 


IP' 

Mm  I 


1 


PEEFACE 

When  I  was  a  child  I  longed  to  be  grown 
up  in  order  to  be  my  own  master.  I  wanted 
things  I  imagined  I  could  get  if  I  were  a 
man.  When  I  arrived  at  the  threshold  of 
manhood,  I  found  millions  of  others  craving 
things;  each  trying  to  get  something,  and 
like  the  child,  often  found,  when  the  desire 
was  gratified,  there  was  always  something 
else  necessary  for  contentment.  In  most 
instances  they  discovered  that  the  object 
obtained  was  really  not  what  they  desired  ; 
something  else  was  more  necessary  to  bring 
happiness.  I  found  happiness  and  content- 
ment was  an  illusive  goal,  because,  like  the 
child,  we  do  not  know  what  we  want,  or  how 
to  obtain  it. 

Finally  tired,  discouraged,  weary  and 
heartsick,  I  sought  rest  by  the  roadside  on 
the  seat  of  lowly  wisdom  prepared  by  loving 
hands  of  those  who  had  discovered  the  way 
to  happiness. 

Here  I  watched  "  The  World's  Greatest 
War."    When  will  it  end?    Oh,  God  I  will 

65 


\ 


I 


66 


UTILIZING  OUR  WASTE  POWER 


I 


w  I 


this  battle  ever  end?  On  the  road  of  life  I 
saw  the  struggling  masses  risk  their  lives  for 
what  they  sought,  and  when  obtained,  real- 
ized they  had  no  use  for  it,  and  would  then 
fight  for  something  else  just  as  useless. 

One  man  wanted  a  wife ;  there  were  thou- 
sands of  women  he  might  have  had,  but  only 
one  in  the  great  throng  would  make  him 
happy. 

I  watched  the  ecstacy  of  this  man,  after 
he  had  torn  the  woman  of  his  desires  from 
the  arms  of  her  erstwhile  husband.  Oh  I  the 
happiness  of  both;  but  only  for  a  fleeting 
moment.  He  Discovered  She  Was  Not 
What  He  Wanted;  then  the  battle  waged 
again.  His  great  desire  now  was  to  deny 
her  the  love  and  support  he  had  promised ; 
his  eyes  had  been  opened.  He  discovered 
another  he  would  rather  have.  He  won  the 
battle  a  second  time  and  got  the  woman  of 
his  second  choice.  I  thought  now  he  will  be 
happy.  Alas,  Alas  !  his  misery  and  unhap- 
piness  was  pitiable,  he  f  oimd  he  did  not  want 
a  wife  after  aU. 

My  heart  went  out  to  him  in  pity.  I 
reached  out  and  tried  to  pull  him  from  the 


the  science  of  salesmanship 


67 


battlefield  of  Life  ;  but  he  had  found  out  he 
wanted  Fame.  Again  he  fought,  he  was 
valiant  and  courageous,  but  his  past  actions 
denied  him  Fame,  and  at  last  he  fell 
wounded  on  the  field  of  carnage,  in  the  blood 
of  his  victims ;  in  a  moment  he  was  crushed 
by  the  throng;  I  tried  to  reach  him,  but  it 
was  too  late. 

Then  I  thought  of  myself.  I  realized  I 
was  happy  and  contented,  away  from  Life's 
battlefield.  I  found  the  things  which  I 
thought  would  make  me  happy,  were  the 
ones  that  caused  great  sorrow.  Again  I 
thought  of  the  kindness  of  those  who  were 
building  rest  houses  by  the  road  side  of 
Life 's  Battlefield.  At  first  glance,  it  seemed 
a  thankless  task,  so  few  availed  themselves 
of  the  opportunity  to  enter  these  Temples 
OF  Blessedness  and  Achievement  through 
the  humble  gateway  of  "  Service."  There 
was  a  goodly  number  who  were  being  bene- 
fited. I  found  I  could  add  to  my  happiness 
by  building  a  rest  house  and  ministering  to 
the  wounded. 

Therefore,  I  have  fashioned  this  (Book) 
Rest  House,  where  those  tired  of  Life's 


i 


68 


I 


UTILIZING  OUR  WASTE  POWER 


battles  may  enter  and  rest,  while  they  gather 
new  strength  and  courage ;  where  they  here- 
tofore, have  fought  blindly,  they  may  now 
see  how  to  attain  their  hearts'  desire  without 
strife  or  contention,  by  becoming  the 
Master  Servant. 

The  Author. 


THE  SCIENCE  OP  SALESMANSHIP 

Being  able  to  talk  well  is  an  asset  to  a 
salesman  but  not  an  essential  necessity.  If 
you  can  handle  the  line  of  goods  you  are 
selling  as  well  as  you  can  handle  an  argu- 
ment about  the  reputation  of  your  parents, 
you  will  make  good.  Study  your  goods  imtil 
you  know  them  as  well  as  you  know  your 
parents'  reputation;  you  will  be  a  world 
beater  for  the  business  you  will  bring  in. 
Study  and  re-study  your  goods,  You  Must 
Know  Every  Point  for  and  Against  Them. 

The  Salesman  is  the  Hub,  the  Center 
of  Support  Around  Which  the  Wheel  of 
Business  Eevolves.  You  need  never  apolo- 
gize because  you  sell  things.  As  a  profession 
it  is  dignified  and  should  be  held  as  sacred  as 
the  ministry.  The  salesman  is  ministering 
to  the  dire  need  of  hiunanity.  The  Majesty 
of  salesmanship  as  a  profession  is  imder- 
stood  by  very  few. 

It  is  the  salesman  who  keeps  the  factories 
going.    The  inventor  can  invent ;  the  manu- 


i 


I. 


M 


I 


70 


UTILIZING  OUR  WASTE  POWER 


facturer  can  make  the  goods,  but  the  mill 
hands  soon  would  be  out  of  work,  the  sky 
would  not  be  blackened  by  the  smoke  from 
the  chimneys,  if  the  salesman  did  not  move 
the  goods  to  the  wholesaler.  Then  again  the 
salesman  sells  to  the  retailer,  and  the  sales- 
man again  sells  to  the  consumer.  It's  the 
Salesman  Who  Keeps  the  Money  in  Cir- 
culation. If  all  the  salesmen  would  go  on 
strike,  the  whole  world  would  have  a  holiday 
until  they  went  to  work  again.  And  just  to 
think,  some  people  hesitate  to  enter  such  a 
profession. 

He  who  sells  things  is  an  Angel  of  Mercy, 
a  King  among  men,  an  Ambassador  to  the 
people;  he  keeps  the  fires  of  the  factories 
burning;  he  is  the  employer  of  all  labor;  he 
is  the  one  who  has  caused  the  need  of  the 
typewriting  machine  and  keeps  the  stenog- 
rapher busy.  You  can  invent  the  most  won- 
derful machine  on  earth,  the  most  useful 
device  for  saving  time  and  money,  but  it  is 
no  good  imtil  His  Royal  Highness  the 
Salesman  Has  Made  Some  One  Believe  He 
Needed  It.  It  would  not  pay  anyone  to  pub- 
lish a  book  if  there  were  no  salesmen  to  sell 


THE  science  of  SALESMANSHIP 


71 


it  and  show  how  it  would  benefit  you  or  give 
you  pleasure. 

Become  a  salesman  if  you  want  to  make 
money  and  build  a  business.  Start  at  once ; 
within  the  next  hour  you  can  sell  a  book  like 
the  one  you  are  reading,  sell  anything  that 
you  know  is  genuinely  good — a  chair  like 
the  one  you  Think  is  Just  the  Most  Com- 
fortable You  Ever  Saw  ;  the  silk  stockings 
which  Look  so  Well  and  Dressy  on  You; 
anything  that  calls  for  your  enthusiasm  is 
good  to  start  with,  new  lines  and  bigger 
opportunities  will  present  themselves. 

Be  industrious.  It  is  what  you  do  after 
your  day's  work  that  builds  your  fortime; 
utilize  your  spare  moments.  Have  some 
book  with  you  always;  read  as  you  ride  to 
and  from  your  work.  Determine  to  drive 
yourself.  Devise  some  means  of  earning 
money  after  the  day's  work  is  finished.  If 
you  are  a  conductor  on  a  street  car  you  are 
tired  after  your  day's  work,  you  do  not  feel 
like  doing  anything.  You  will  sit  down  or 
stand  on  the  street  comer  and  talk  for  an 
hour ;  it  would  not  make  you  any  more  tired 
if  you  talked  about  fish  than  if  you  talked 


72 


UTILIZING  OUR  WASTE  POWER 


about  the  moon.  Why  not  tell  your  friends 
about  some  good  book  you  read  that  helped 
you  to  think,  that  entered  your  life  as  a 
blessing.  Then  take  their  order  for  it  and 
make  a  profit. 

And  to  You,  My  Dear  Lady,  Queen  of 
Your  Home,  while  you  are  talking  to  a 
friend  talk  about  something  that  will  help 
her  and  at  the  same  time  put  money  in  your 
pocket;  it  is  more  interesting  than  talking 
about  fish  or  the  moon,  and  certainly  more 
profitable.  If  you  want  to  be  a  saleswoman 
or  salesman  and  don't  know  how  to  start, 
write  to  the  author.  A  Job  is  Waiting  for 
You. 

It  may  be  just  a  little  encouragement  to 
the  beginner  to  be  reminded  that  timidity 
will  not  make  sales.  Don't  be  afraid  to 
make  your  first  approach,  as  the  one  you  are 
going  to  talk  to  knows  absolutely  nothing 
about  your  proposition.  If  you  don't  lose 
your  nerve  and  you  get  your  audience,  you 
can  make  the  first  sale  just  as  easily  as  you 
can  one  a  year  from  now.  Whether  you 
know  all  about  your  proposition  or  not  the 
prospect  has  not  the  least  idea ;  the  fact  that 


the  science  of  salesmanship 


73 


you  are  offering  the  goods  for  sale  will  cause 
him  to  think  you  know. 

It  is  similar  to  an  experience  of  Senator 
Sorghum.  A  newly  elected  senator,  in 
speaking  of  religious  training,  deplored  the 
fact  that  Senator  Sorghum  had  not  the  ad- 
vantages of  early  Christian  influences.  The 
Senator  denied  this,  when  the  newly  elected 
Senator  offered  to  bet  ten  dollars  his  con- 
temporary could  not  repeat  The  Lord's 
Prayer.  The  bet  was  made,  and  Senator 
Sorghum  commenced: 

Now  I  lay  me  down  to  sleep, 
I  pray  the  Lord  my  soul  to  keep; 
If  I  should  die  before  I  wake, 
I  pray  the  Lord  my  soul  to  take. 

**  By  jinks,  you  win,"  said  the  new  Sena- 
tor, **  I  did  not  think  you  could  say  it." 

So  you  may  just  bet  your  ten  spot  that  the 
other  fellow  does  not  know  if  you  are  right 
or  not.  Just  go  ahead ;  what  you  don't  know 
you  will  learn  by  experience. 

Just  a  word  of  caution:  Don't  Skip 
Houses  or  Offices  if  You  Are  Canvassing. 


•  tk 


UTILIZING  OUB  WASTE  POWEB 


The  ones  you  miss  are  the  buyers.    It  is 
very  mucli  like  finding  a  diamond  in  a  pile 
of  coal.    If  you  should  lose  the  set  out  of 
your  ring  and  it  f  eU  into  a  pile  of  coal,  you 
would  hardly  look  for  the  diamond.    You 
would  remove  one  lump  of  coal  after  the 
other  until  you  got  to  the  bottom,  then  look 
for  the  diamond.    Every  piece  of  coal  you 
threw  away  would  bring  you  closer  to  the 
diamond ;  you  know  it  is  in  the  pile.    Just  a 
little  patience,  then  you  will  finally  reach  it. 
Therefore,  every  prospect  you  interview 
brings  you  closer  to  the  buyer.   You  have  to 
see  a  certain  number  before  you  reach  the 
buyer.    In  the  majority  of  cases  the  sales- 
man knows  better  than  the  prospect  if  the 
particular  goods  he  is  selling  will  be  a  bene- 
fit to  him.   If  the  salesman  honestly  believes 
he  is  bettering  the  condition  of  his  prospect, 
it  is  his  duty  to  use  every  effort  to  make  the 
sale.    It  is  not  a  matter  of  profit  or  com- 
missions, it  is  a  missionary  work ;  a  sacred 
duty  to  try  to  be  of  some  help  to  humanity. 
If  the  salesman  goes  at  selling  in  this  spirit, 
he  must  be  successful,  and  will  make  many 
friends. 


THE  SCIENCE  OF  SALESMANSHIP 


75 


Be  enthusiastic  about  the  article  you  are 
selling.  If  you  cannot  be  enthusiastic,  stop 
selling  this  and  get  an  article  you  can  be 
enthusiastic  over.  Eemember,  you  cannot 
create  any  greater  enthusiasm  in  your  cus- 
tomer than  you  have  yourself. 

When  you  enter  the  presence  of  a  prospec- 
tive purchaser,  do  not  say  to  yourself,  '*  I 
don 't  think  he  will  buy. ' '  The  thought  com- 
mimicates  itself  to  your  prospect.  Peel  sure 
he  will  buy ;  be  absolutely  certain  your  goods 
will  benefit  him.  Think  it  as  well  as  say  it  ; 
believe  it  as  well  as  think  it.  Your  success 
depends  on  it. 

Don't  waste  time  going  a  long  distance  to 
start;  it  is  just  as  easy  to  sell  in  the  two 
hundred  block  as  in  the  ninety-nine  himdred 
block.  What  you  want  to  do  is  work.  Save 
time  running  around  looking  for  a  good 
place  to  start;  you  are  missing  sales  and 
losing  time. 

Keep  a  list  of  your  customers;  caU  on 
them  once  in  a  while  as  you  pass;  make 
friends  of  them  as  well  as  customers ;  they 
are  a  wonderful  asset.  Be  careful  never  to 
sell  one  of  these  dear  friends  anything  that 


I 


J 


76 


UTILIZING  OUR  WASTE  POWER 


will  not  give  them  greater  faith  in  you  and 
whatever  you  offer  them. 

Reading  alone  will  not  graduate  a  sales- 
man, you  must  have  experience  in  the  field. 
This  and  other  books  can  tell  you  how,  but 
the  actual  battlefield  is  what  makes  the  sol- 
dier more  courageous. 

Therefore,  after  reading  this  book  you 
win  find  greater  encouragement  with  the 
first  week  on  the  front.  It  will  reveal  new 
truths  to  you  six  months  from  now  when 
you  find  obstacles  rising  mountain  high;  it 
will  keep  you  from  being  discouraged  and 
becoming  a  quitter.  (A  writer  of  a  sales 
manual  may  well  say,  "  Come  to  me,  all  ye 
who  are  tired  and  weary,  I  will  give  you  new 
courage,  I  will  restore  confidence  in  you  and 
your  line.")  And  then,  after  talldng  to 
"  the  book  "  for  an  hour  or  so,  you  smile 
and  go  at  it  again.  I  have  books  which  I 
read  and  re-read  many  times. 

In  selling,  avoid  saying  you  are  selling 
these  goods  because  you  have  a  lame  aunt 
to  support,  or  a  sick  father,  or  in  any  way 
placing  yourself  on  the  list  as  a  beggar  who 
offers  an  excuse  for  selling  you  something 


\ 


THE  SCIENCE  OE  SALESMANSHIP 


77 


you  don't  want  in  order  to  get  your  money. 
If  I  were  a  blind  beggar  selling  lead  pencils 
I  would  have  a  sign  reading,  *'  Blind,  But 
Absolutely  Independent.  In  Business 
Selling  the  Best  Lead  Pencil  That  You 
Can  Buy  for  Fifty  Cents  a  Dozen  ;  They 
Are  Guaranteed  Good.    I  Ask  No  Char- 


ity. 


>> 


In  place  of  a  few  people  taking  one  pencil, 
many  would  follow  my  selling  Suggestion 
and  buy  a  dozen.  They  would  admire  my 
originality.  I  would  be  well-dressed  j  have 
a  glass  diamond  in  my  scarf  until  I  could 
afford  a  genuine  one.  It  is  nauseating  to 
see  anyone  using  the  begging  method  to  sell 
something  that  really  benefits  humanity. 

Be  a  Benefactor  of  Mankind  in  What- 
ever You  Sell  and  You  Will  Be  Indepen- 
dent, Even  if  You  Happen  to  be  a  Blind 
Beggar  in  the  Street. 

To  be  a  successful  salesman  requires  no 
more  effort  than  it  takes  to  be  a  success  at 
anything  else,  I  do  not  mean  just  working  at 
it  because  you  have  to  do  something — ^I  mean 
Making  a  Success.  This  requires  constant, 
thoughtful    consideration,    planning    and 


>«• 


II 
I 


78 


UTILIZING  OUR  WASTE  POWER 


studying.  Many  books  give  helpful  infor- 
mation to  the  student  in  salesmanship ;  don't 
try  to  save  five  dollars  by  not  buying  neces- 
sary books,  and  lose  thousands  of  dollars 
through  lack  of  knowledge. 

Salesmanship  is  an  Art  which  may  be 
acquired  by  the  application  of  common 
sense  and  study.  The  simplest  rule  I  can 
give  which  will  lead  the  beginner  to  rapid 
success  is  always  to  practise  The  Golden 
Rule.  If  in  doubt  about  any  point  apply 
the  Golden  Eule. 

"  All  things  whatsoever  ye  would  that  men 
should  do  imto  you,  do  ye  even  so  unto  them ; 
for  this  is  T  H  E  Law  and  the  prophets." 

This  rule  is  the  standard  measurement  of 
service.  If  every  one  treated  you  as  justly 
and  rightly  as  they  would  have  you  treat 
them,  you  would  be  happy.  It  is  not  a  law 
or  one  of  many  laws,  it  is  The  Law,  and 
the  Only  One  to  Assure  Success.  If  this 
law  was  adopted  by  every  one,  there  would 
be  no  need  for  policemen,  prisons,  locks  or 
keys.  The  employer  would  get  a  full  day's 
work,  the  employe  would  get  the  best  wages 
that  could  be  paid ;  there  would  be  no  mis- 


the  science  of  salesmanship       79 

representation,  falsehood  or  deception;  we 
would  have  absolute  confidence  in  each 
other.  Why  not  adopt  this  as  your  standard 
and  watch  the  Profits  Come  to  You. 

Apply  this  law  to  every  act  of  your  life. 
If  you  are  selling  a  book  ask  yourself, 
Would  I  Buy  This  Book?    If  you  would, 
then  sell  it;  you  are  applying  the  Golden 
Eule.   Write  out  your  selling  talk,  then  ask 
yourself  if  it  would  appeal  to  you  if  someone 
else  was  trying  to  sell  the  same  article  to 
^  you?    Is  the  line  of  selling  talk  inspiring,  is 
it  such  as  will  create  a  desire  in  you  to  buy  ? 
If  it  is,  use  it.    If  you  would  like  to  have 
other  salesmen  be  polite  and  pleasant  to  you, 
be  so  with  your  prospects.   If  you  cannot  see 
the  advantage  to  you  and  your  welfare  in 
what  an  agent  is  trying  to  sell  you,  it  would 
not  make  you  feel  very  pleasant  to  have  the 
agent  get  short,  snappy  and  pert,  or  belittle 
your  intelligence.    Apply  the  Golden  Eule 
if  you  are  a  salesman.    As  an  illustration 
of  how  this  works  in  actual  loss  or  gain  I 
will  tell  you  of  an  incident  which  I  experi- 
enced today. 


\ 


I 


i 


80 


UTILIZING  OUR  WASTE  POWER 


I  went  to  a  large  department  store  to  buy 
a  suit  of  clothing  for  my  boy.  The  sales- 
woman was  not  posted ;  she  had  to  ask  the 
manager  of  the  boys'  clothing  department 
if  he  had  any  larger  suits  in  the  fifteen 
dollar  grade;  she  did  not  know.  (Had  this 
saleswoman  studied  her  stock  when  not  en- 
gaged with  customers,  instead  of  killing 
time  standing  around  or  talking  with  others, 
she  would  have  known  what  she  had  in  stock, 
the  relative  values  and  qualities.  If  she 
owned  the  store  I  am  sure  she  would  like  to 
have  her  sales  people  take  an  interest  in  the 
business,  and  between  times  study  the  par- 
ticular stock  they  were  selling,  and  devise 
means  of  showing  the  goods  to  the  best  ad- 
vantage. She  probably  never  thought  of 
applying  the  Golden  Rule  to  her  daily  life. 
Not  applying  thoughts  like  these  causes  us 
to  be  failures  or  only  partly  successful ;  ap- 
plying them  causes  us  to  advance  from  day 
to  day  and  become  successful). 

The  manager  of  this  department  said  he 
had  the  desired  size  only  in  the  seventeen 
dollar  and  fifty  cent  grade.  Whe^  the  sales- 
woman showed  me  one  of  these  suits,  a  short 


'-- -  -  ^.1 


the  science  of  salesmanship 


81 


piece  of  thread  which  formerly  held  a  button 
on  the  coat  was  a  very  prominent  feature. 
I  thought  that  in  a  suit  at  this  price,  more 
care  should  have  been  taken  in  sewing  on  the 
buttons,  that  if  the  whole  suit  was  made  as 
carelessly  as  the  buttons  were  sewed  on, 
there  would  be  little  satisfaction  to  me  in 
its  purchase. 

I  remarked,  "  I  cannot  see  any  such  value 
in  this  suit ;  the  buttons  already  are  coming 
off."  The  department  manager  heard  me. 
He  pulled  one  trouser  leg  inside  out  and 
said, ''  You  Don't  See  Any  Such  Value  in 
This?    I  Do." 

The  trouser  leg  he  exhibited  was  very 
roughly  finished,  and  did  not  convince  me 
that  the  quality  was  there.  His  tone  and 
attitude  seemed  to  say,  "  you  are  no  judge  of 
clothing."  He  did  not  try  to  explain  why 
the  suit  was  good  or  serviceable. 

His  next  remark  was,  ''  You  cannot  beat 
that  price  in  the  City."  The  statement  was 
vague;  he  did  not  say  why;  I  did  not  know 
if  the  cloth  in  this  suit  was  shoddy,  cotton  or 
wool.  I  walked  away  and  in  a  moment  he 
followed  me  with  a  different  pattern  of 


\\\ 


I 

i 

i 


82 


UTILIZING  OUR  WASTE  POWER 


trousers  and  said;  "Would  you  like  this 
better."  I  did  not  look  at  them,  I  was  not 
interested.'  The  thought  crossed  my  mind 
that  the  service  was  poor,  the  saleswoman 
knew  nothing  of  values,  the  manager's  tone 
and  attitude  did  not  appeal  to  me.  He  made 
no  attempt  to  tell  me  why  the  buttons  were 
coming  off,  or  the  reason  why  I  could  not 
beat  that  price  in  the  city. 

I  had  occasion  to  go  to  a  department  on 
the  third  floor  to  have  a  refund  ticket  signed 
by  another  manager,  to  whom  I  related  the 
incident.  He  explained  the  button  episode 
by  saying,  **  We  have  five  hundred  dollar 
coats  on  which  the  buttons  are  only  tacked 
on  with  a  single  thread.  They  are  not  even 
lined  up  straight,  because  we  generally  shift 
the  buttons  to  suit  the  size  of  the  person." 

This  seemed  a  reasonable  explanation. 
Had  the  manager  downstairs  tried  to  ac- 
quaint me  with  this  information,  or  made 
any  attempt  to  explain  the  quality  of  the 
cloth  or  the  reason  why  the  higher  priced 
suits  were  worth  the  difference,  I  probably 
would  have  bought  the  suit. 


V-   -■ 


THE  SCIENCE  OF  SALESMANSHIP 


83 


After  leaving  the  store  I  went  to  one 
where  I  usually  bought  my  boy's  clothing. 
The  salesman  there  said,  *'  Mr.  Sayman,  you 
want  something  good ;  here  is  a  suit  at  nine- 
teen dollars  which  has  the  quality,  style  and 
price  one  hundred  per  cent  right,  a  very 
pretty  pattern  for  a  boy." 

The  suit  looked  splendid,  the  pattern  was 
pretty,  the  salesman  told  me  the  tailoring 
was  right,  the  cloth  all  wool  and  would  give 
excellent  wear.  He  was  interested  in  seeing 
that  I  had  something  which  would  look  and 
wear  well.  He  took  the  trouble  to  explain. 
He  knew  what  he  had  in  stock.  He  was 
posted,  polite  and  tried  to  render  service. 
He  was  a  Golden  Rule  Salesman. 

This  illustrates  one  of  the  many  lost  sales 
of  a  large  department  store  of  which  the 
owners  never  hear.  They  spend  thousands 
of  dollars  a  month  in  advertising  to  bring 
in  prospective  customers,  and  lose  many 
sales  by  not  having  some  system  of  educat- 
ing the  sales  force  in  the  idea  of  rendering 
Golden  Rule  Service.  I  know  it  is  a  diflft- 
cult  problem  for  department  store  owners, 
for  many  of  the  sales  force  work  only  to 


'...UL 


■HI 


I 


m 


I 


'm  m\ 


'§  II 


fif 


UTILIZING  OUR  WASTE  POWER 


draw  their  salary,  instead  of  working  to 
increase  their  efficiency  as  well.  The  only 
solution  I  ever  found  was  spending  a  certain 
amount  of  money  to  educate  the  sales  force 
in  properly  handling  a  customer  who  has 
come  into  the  store  in  response  to  Expensive 
Page  Advertising. 

Cultivate  a  Pleasing  Personality;  It 
IS  THE  Salesman  's  Greatest  Asset.  There 
are  many  traits  of  character  entering  the 
make-up  of  Personality.  I  am  going  to 
ask  my  readers  to  study  carefully  the  dif- 
ferent temperaments  and  accomplishments 
gained  by  the  development  of  their  person- 
ality. Remember,  we  are  working  by  The 
Golden  Rule,  it  applies  to  business  more 
than  to  your  spiritual  life. 

The  first  quality  Absolutely  Necessary 
for  the  salesman  to  cultivate  is  Initiative. 
I  say  CULTIVATE  it.  You  may  not 
have  it,  but  you  can  get  it.  Get  busy  and 
think.  If  you  are  very  bright  or  not  you 
can  improve.  Start  Now,  think  more;  it 
is  a  pleasant  and  profitable  pastime.  Initia- 
tive directs  the  salesman  when  he  has  no 
other  guide ;  it  is  genius,  it  is  creative  power. 


THE  SCIENCE  OF  SALESMANSHIP 


85 


To  illustrate :  A  wholesale  plumbing  con- 
cern heard  of  a  new  hotel  being  opened. 
They  had  no  one  available  that  they  thought 
was  salesman  enough  to  handle  such  a  big 
proposition.  All  the  best  men  were  out  on 
the  road.  In  desperation,  a  young  man  just 
starting  to  sell  in  the  show  room  was  sent  to 
ask  the  dealer  in  that  town  to  wait  before 
placing  his  order  until  a  salesman  from  this 
firm  could  call  on  him. 

The  young  man  did  not  stop  to  pack  up, 
but  took  the  price  list  and  catalog  and  caught 
the  next  train  to  X.  When  he  arrived  he 
was  disappointed  to  find  a  salesman  from  a 
competing  factory  actually  writing  down  an 
order  for  bath-room  fixtures.  He  knew  the 
line  made  by  this  other  firm  was  cheap.  The 
price  naturally  would  be  an  incentive,  but 
the  quality  was  poor.  He  could  not  be  an- 
nounced until  the  proprietor  was  disen- 
gaged. 

His  heart  sank  as  he  heard  the  dealer 
order  seventy-five  bath  tubs  of  one  type. 
He  knew  he  had  arrived  too  late.  Initia- 
tive! what  a  wonderful  trait  in  anyone  to 


86 


UTILIZING  OUK  WASTE  POWER 


have,  to  cultivate!    This  boy  certainly  was 
cultivating  his. 

He  noticed  one  of  his  company's  bath  tubs 
on  the  plumber 's  sample  floor.  He  knew  the 
quaUty.  A  workman  had  just  come  from  a 
job  with  his  bag  of  tools,  which  he  placed  on 
the  floor  near  our  salesman,  and  had  gone 
out  again.  This  new  salesman  was  not  what 
anyone  would  call  a  real  salesman,  but  he 
had  Initiative  in  a  Big  Size  Bump.  He 
opened  the  tool  bag  and  started  throwing 
wrenches,  hammers,  chisels  and  aU  kinds  of 
tools  into  his  own  firm's  bath  tub. 

The  noise  was  terrific.  The  dealer,  seeing 
what  was  going  on  through  the  glass  parti- 
tion, jumped  up  and  ran  into  the  store. 
Holding  the  young  man  by  the  coUar,  he 
asked,  ''Are  You  Crazy?"  "No,"  the 
young  man  replied,  ''  I  just  want  to  save 
your  reputation  as  a  business  man ;  I  want 
to  show  you  the  quality  of  the  goods  my  firm 
manufactures.  The  bath  tub  is  not  injured ; 
examine  it.  Our  goods  stand  hard  wear! 
The  Palace  Hotel  will  probably  take  the 
goods  you  are  ordering,  but  you  will  ruin 
your  reputation  which  has  taken  you  years 


\-' 


the  science  of  salesmanship 


87 


to  establish.  Let  Him  do  to  His  Bath 
Tubs  What  I  Have  Done  to  Ours,  and  see 
how  much  enamel  remains." 

The  competing  salesman  allowed  that 
bath  tubs  were  only  made  to  take  a  bath  in, 
not  to  throw  tools  at ;  he  would  not  stand  for 
such  a  fool  stunt.  But  the  proprietor  con- 
sidered quality  and  gave  his  order  to  the 
firm  which  had  the  best  quality.  Initiative 
made  this  young  man  a  star  salesman. 

Confidence  is  one  more  asset  in  a  sales- 
man. The  one  who  has  confidence  in  him- 
self has  much  of  the  battle  won.  Beginners, 
as  a  usual  thing,  have  not  much  confidence 
in  their  ability,  therefore,  it  is  Imperative 
for  success  that  they  have  absolute  confi- 
dence in  the  article  they  sell.  If  the  sales- 
man has  confidence  in  his  goods,  it  almost 
takes  the  place  of  having  confidence  in  him- 
self. There  Must  be  Confidence  or  There 
Can  be  No  Success. 

If  you  ever  wish  to  become  a  star  sales- 
man, cultivate  the  following  qualities.  Trifle 
with  them  and  you  become  a  hot-air  artist. 

Truthfulness:  Never  lie  about  your 
goods ;  rather  lose  a  sale.    You  will  win  in 


88 


UTILIZING  OUK  WASTE  POWER 


the  end.  Customers  like  to  buy  from  a  sales- 
man who  tells  them  truthfully  what  the 
goods  are.  The  man  who  would  lie  in  busi- 
ness is  a  fool ;  he  is  throwing  money  into  the 
street ;  he  can  never  build  a  business. 

Honesty:  Be  honest  with  your  firm. 
Give  them  what  they  think  you  are  giving 
them  when  you  are  out  of  their  sight— a 
Full  Day's  Honest  Endeavor.  Give  the 
best  there  is  in  you.  You  may  think  they 
are  not  paying  you  enough,  but  dishonest 
methods  and  tricks  of  the  profession,  padded 
expense  accounts,  wasting  time,  or  not  keep- 
ing yourself  in  top-notch  condition,  never 
will  increase  your  salary  or  make  anyone 
else  wish  to  employ  you. 

Loyalty  :  Be  loyal  to  the  firm,  your  cus- 
tomer and  yourself.  Defend  Your  Firm  as 
You  Would  Defend  Yourself.  Permit  No 
One  to  Slander  It  in  Your  Presence.  If 
you  work  for  a  man  and  he  pays  you  and 
treats  you  right,  stick  to  him;  he  is  your 
friend.    Be  Loyal. 

Courtesy:  Be  a  gentleman;  be  a  lady. 
Conduct  yourself  in  a  manner  that  would 
indicate  you  are  well-bred.    Don't  flatter, 


■  -^r 


. 


i 


(.  I 


THE  SCIENCE  OF  SALESMANSHIP 


89 


fawn,  or  curry  favors.  Be  dignified,  gentle 
and  courteous. 

Congeniality  :  Be  good  company,  a  good 
mixer.  Be  well-read.  Don't  try  to  put  on 
airs.  Don't  get  fresh.  Keep  in  the  back- 
groimd  when  visiting ;  if  you  are  wanted  you 
will  be  pulled  to  the  front ;  when  not  wanted, 
you  will  be  sat  on. 

Enthusiasm  is  inspiration;  it  is  ecstacy 
of  the  mind ;  it  is  a  noble  and  very  necessary 
trait  of  character  in  selling. 

Reliability:  Can  your  customer,  your 
employer  or  anyone  with  whom  you  come  in 
contact  or  have  dealings  with  rely  absolutely 
on  you?  Do  you  know  the  value  of  a 
promise  ?  This  trait  is  a  real  asset  in  busi- 
ness. 

Ability:  Being  able  to  accomplish  re- 
sults; the  one  who  says  *'  I  Can,"  and  does 
what  is  expected  of  him. 

Energy  :  Abounding  in  health ;  powerful 
in  your  work ;  keeping  fit. 

Optimism:  Believing  that  everything 
which  befalls  you  is  for  the  best.  If  your 
tire  blows  out,  don't  cuss;  be  glad  you  own 
an  automobile.    Look  on  the  bright  side  of 


/  . 


90 


UTILIZING  OUR  WASTE  POWER 


i 

111' 


everything.  If  it  pours  down  torrents  of 
rain,  it  is  just  a  different  kind  of  good 
weather.  Just  wish  for  it,  then  you  will  have 
your  wish.  You  can't  improve  it.  Smile. 
Cheerfulness:  Being  full  of  joy;  good- 
natured  under  the  most  trying  conditions. 
Be  happy. 

Eesourcefulness  :  Quick  action  in  cases 
of  emergency.  When  in  a  tight  place  think 
quickly,  but  don't  offer  excuses  or  lie. 

Endurance  :  Being  able  to  endure  hard- 
ship, strain,  fatigue.  One  who  has  endurance 
must  be  in  good  health. 

Progressiveness :  Making  headway;  in 
for  anything  that  modernizes  old  customs; 
up-to-dateness. 

Neatness:  Never  wear  a  frayed  collar, 
faded  tie,  patched  shirt.  Don't  look  as  if 
you  were  hard  up.  Look  prosperous,  sub- 
stantial. Keep  your  clothes  brushed,  teeth 
clean.  Command  respect  if  you  want  to  be 
a  salesman. 

Manners  :  Best  buy  a  book  on  etiquette. 
Don't  laugh  loudly  or  boisterously.  Don't 
be  too  familiar;  don't  be  backward.  If  in- 
vited to  dine,  make  yourself  at  home.   Don't 


the  science  of  salesmanship 


91 


( 


y 


eat  with  your  knife ;  never  put  your  knife  in 
your  mouth;  and  under  no  circumstances 
.  use  the  fork  you  eat  with  to  help  yourself 
from  any  dish  on  the  table,  for  you  have  had 
it  in  your  mouth.  It  is  disgusting.  I  have 
known  nice  families  to  do  this  not  knowing 
better.  When  a  boy,  I  licked  the  sjrrup  off 
a  pitcher  after  taking  syrup.  But  I  Have 
Never  Done  It  Since. 

All  the  foregoing  qualities  seldom  are 
found  in  any  one  man,  because  he  gives  too 
little  consideration  to  his  growth  and  prog- 
ress. I  sincerely  hope  my  readers  wiU  strive 
to  improve  along  all  the  lines  mentioned.  It 
is  better  to  learn  from  a  book,  provided  you 
do  not  know  it  already,  than  to  be  made  a 
laughing  stock  or  have  someone  tell  you. 

Every  one  of  these  traits  of  character 
goes  with  the  other,  to  build  the  one  great 
trait  which  makes  us  stand  out,  sought  after 
and  liked.  Few  people  realize  the  necessity 
of  having  a  pleasing  personality. 

Personality 

You  have  met  people  who  impressed  you 
the  moment  you  met  them  as  being  unusu- 


1'^ 


\ 


92 


UTILIZING  OUR  WASTE  POWER 


^S 


ally  intelligent;  there  was  a  distinct  some- 
thing about  them  that  created  confidence  in 
what  they  had  to  say;  they  seemed  to  be  one 
hundred  per  cent  posted.  As  you  listened  to 
what  such  a  man  had  to  say  you  were  carried 
away  with  his  ideas,  everyone  of  which  was 
sensible,  intelligently  expressed  and  con- 
vincing. They  seemed  to  be  good  common 
sense  ideas;  facts  and  figures  were  shown 
that  clinched  every  point  made. 

There  was  something  about  this  man 
which  told  your  subconscious  mind  that  he 
knew  what  he  was  talking  about.  He  seemed 
to  be  well  informed;  his  whole  attitude  be- 
spoke the  man  who  had  made  himself  the 
master,  he  never  guessed  at  anything;  he 
knew  and  conveyed  his  ideas  and  the  good 
points  of  his  proposition  intelligently.  lie 
could  show  how  you  would  be  benefited  and 
what  advantages  you  would  derive.  He  was 
impressive  but  pleasing;  he  seemed  to  be  a 
man  of  such  high  calibre  that  you  could  not 
imagine  him  offering  anything  that  was  not 
as  high  grade  as  himself;  he  had  a  person- 
ality and  an  individuality  that  impressed 
you  favorably;  he  established  a  feeling  of 


,' 


\i 


THE  SCIENCE  OF  SALESMANSHIP 


93 


confidence  for  the  firm  he  represented;  he 
knew  what  he  had  to  do,  and  he  always 
did  it. 

No  two  men  are  alike;  no  two  men  im- 
press anyone  in  just  the  same  way;  every- 
one has  his  own  individual  personality. 
Now,  the  thing  for  you  to  do,  my  dear 
reader,  is  to  Find  Your  Personality  and 
Give  It  Expression. 

I  once  knew  a  salesman.  He  was  clean 
cut,  a  hard  worker  and  very  studious.  He 
bought  book  after  book;  took  a  course  in 
salesmanship,  and  knew  his  selling  talk 
backward  and  forward,  and  still  did  not 
produce  the  results  that  some  of  the  other 
boys  did.  He  Was  Almost  a  Success  but 
Just  Could  Not  Seem  to  Cross  the  Line. 
Of  course  he  blamed  his  line.  He  thought 
it  was  ^'  Hick."  If  he  only  had  some  other 
line  of  goods  he  knew  he  could  be  a  wonder. 

I  also  knew  a  preacher,  a  Godly  man,  a 
great  believer  in  prayer.  He  not  only  knew 
the  Bible,  but  believed  every  word  of  it.  He 
could  preach  a  very  intelligent  sermon,  but 
he  was  a  decided  failure.     He  made  the 


i 


94 


UTILIZING  OUR  WASTE  POWER 


til 


smallest  kind  of  a  salary.  He  could  not  sell 
reUgion.    To  him  it  was  ''  Hick." 

It  was  not  his  line,  boys,  it  was  his  per- 
sonality. We  all  know  he  had  a  good  line. 
What  was  the  matter  with  him?  My  per- 
sonal opinion  of  him  was  That  He  Was  Too 
Serious.  There  was  a  something  about  him 
that  made  you  feel  uncomfortable.  He  had 
the  goods — ^I  had  to  concede  this  point — ^but 
I  was  always  glad  when  his  sermon  was 
over. 

And  then  I  know  another  preacher,  also 
a  Godly  man,  a  man  one  just  loved  to  meet. 
He  Seemed  so  Human,  and  still  so  good. 
He  preached  a  sermon  that  would  hold  you 
spellbound  from  the  first  to  the  last.  He 
was  popular;  the  children  liked  him.  His 
church  always  was  well  filled  and  growing. 
Whenever  you  met  him  on  the  street  you 
felt  glad,  and  when  you  wanted  any  advice 
he  was  the  man  to  see.  He  just  seemed  to 
know  the  right  thing  to  say  every  time. 

Each  of  these  had  the  same  line  to  sell. 
We  All  Know  the  Goods  Were  Eight. 
What  was  it?    I  just  call  it  Personality. 


the  science  of  salesmanship 


95 


A  pleasing  personality  cannot  be  built  up 
in  one  who  is  cultivating  a  grouchy,  grum- 
bling, complaining,  fault-finding  disposition. 
Get  rid  of  your  negative  qualities.  Be  a  real 
man.  Let  nothing  stand  between  you  and  a 
pleasing  personality. 

Cultivate  Your  Positive  Qualities.  You 
have  them.  Find,  nourish  and  use  them, 
and  you  will  be  surprised  at  the  results. 
Your  friends  will  notice  a  change  in  you; 
they  will  wonder  what  has  come  into  your 
life.  There  will  be  a  new  light  in  your  eye ; 
your  step  will  be  more  elastic ;  you  will  walk 
more  erect;  you  will  be  proud  of  yourself 
and  your  achievements;  you  will  increase 
your  bank  account.  You  will  feel  the  vic- 
tor's thrill  because  you  have  developed  your 
personality. 

Have  Faith  in  Yourself  and  the  Goods 
You  Sell,  as  Well  as  in  the  Firm  Which 
Supports  You  and  Whom  You  Must  Sup- 
port to  Your  Very  Utmost. 

If  your  firm  lies  about  the  goods  it  sells, 
it  will  lie  to  you;  if  it  cheats  the  public,  it 
will  cheat  you.  Work  for  a  Firm  that  Has 
A  Principle,  and  Have  One  Yourself,  and 


96 


UTILIZING  OUR  WASTE  POWER 


Let  the  Highest  Principle  of  Square 
Dealing  Develop  a  Distinct  Personality 
IN  You.  This  is  what  makes  one  man  stand 
out  in  the  limelight.  It  is  the  keynote  of 
success.  You  have  it  within  you  if  you  will 
only  develop  it. 

If  you  are  a  salesman  or  a  business  man, 
cultivate  that  service-rendering  power 
which  we  all  have,  which  will  build  your 
business  on  a  firm  foundation.  You  cannot 
serve  your  patrons  by  using  deception. 
They  may  not  be  posted,  but  you  are  sup- 
posed to  be.  Whatever  you  are  selling, 
choose  the  best  of  its  kind;  then  you  will 
have  something  of  distinct  value  to  base  your 
selling  talk  on. 

If  you  are  an  employe  you  are  selling  your 
services.  It  is  for  you  to  see  that  it  is  the 
very  best  that  your  employer  can  buy.  Try 
to  increase  the  quality,  the  quantity  and  the 
method  of  service.  By  bettering  the  quality 
of  your  service  you  can  demand  a  larger 
price,  on  the  same  principle  of  the  manufac- 
turer who  puts  more  quality  into  his  product 
and  therefore  can  demand  a  better  price  as 
well  as  create  a  greater  demand  for  his 
goods. 


THE  SCIENCE  OF  SALESMANSHIP 


97 


Don't  Sell  Ant  Old  Thing  or  Any  Kind 
OF  Slip-Shod  Service  Just  Because  You 
Can  Make  a  Big  Profit,  or  because  it  is  sold 
easily,  and  leave  a  trail  of  disappointed  vic- 
tims behind.  Sell  Something  that  Builds 
Your  Reputation.  Then  you  will  not  be 
compelled  to  be  looking  for  new  fields  or  new 
propositions. 

Salesmanship  as  a  Profession 

Someone  said,  **  Salesmen  are  bom,  not 
made."  While  it  is  true  that  salesmen  are 
born,  I  could  not  imagine  any  other  way  of 
them  landing  on  this  good  old  sphere  of  ours 
except  by  birth.  Anyone  may  become  a 
salesman  who  chooses  to  pay  the  price  of 
careful  study.  Carpenters,  ministers  and 
pirates  are  born  also,  but  their  chosen  call- 
ing was  adopted. 


I 


there  is  no  profession  on  earth  so  highly 
remunerative  as  salesmanship 

A  salesman  has  work  twelve  months  in 
every  year,  if  he  wants  to  work.  It  is  the 
highest  salaried  profession,  but  requires  the 
cultivation  of  character  and  close  applica- 


ill! 


f 


K 


98 


UTILIZING  OTJK  WASTE  POWER 


tion.  There  are  some  people  who  show  a 
natural  aptitude  for  selling;  there  also  are 
children  bom  who  have  a  natural  aptitude 
for  tools,  and  can  use  them  with  the  dex- 
terity of  a  mechanic.  Still  we  don't  say, 
"  Mechanics  are  bom,  not  made." 

We  Are  All  Salesmen  and  Saleswomen, 
regardless  of  what  we  do,  whether  we  sell 
consciously  or  unconsciously.  Thou  House- 
wife !  Knowest  Not  that  Thou  Art  Sell- 
ing Thy  Charms,  Thy  Cooking,  Thy  Ways, 
Daily,  Weekly  and  All  Times,  to  Thy 
Husband?  Thou  Office  GirlI  Knowest 
Not  that  Thou  Art  Selling  Thy  Services 
to  Thine  Employer  ? 

Everyone  in  fact  is  a  salesman,  whether 
he  knows  it  or  not.  But  no  matter  what  you 
are  selling,  be  it  suspension  bridges  or  just 
your  services,  put  yourself  into  your  work, 
do  it  joyfully,  love  it,  live  for  it. 

The  first  step  in  salesmanship  is  to  get 
yourself  right.  One  may,  however,  start 
selling  at  once  and  study  as  he  goes  along, 
supporting  himself  by  his  sales  and  keeping 
constantly  after  his  studies.  One  never 
graduates  from  the  school  of  salesmanship. 


11 


THE  SCIENCE  OF  SALESMANSHIP 


99 


I  am  only  a  student  and  know  nothing  as  yet. 
Writing  this  book  is  to  me  only  a  rehearsal 
of  the  little  I  have  learned  from  many 
sources.  I  study  from  one  to  two  hours 
every  day  and  am  learning  new  ways  of 
doing  the  old  things. 

Some  bright  minds  tell  me  **  I  know  all 
that ;  no  one  can  tell  me  anything.  If  busi- 
ness doesn't  go,  it  simply  won't  go.  That's 
all  there  is  to  it." 

They  have  the  right  to  their  opinions,  but 
I  do  not  agree  with  them.  I  know  the  suc- 
cessful business  man  can  tell  me  how  he 
made  his  success.  I  believe  I  can,  and  am 
willing  to  learn.  I  never  expect  to  know  it 
all.  The  Salesman  Who  Will  Not  Study 
His  Profession,  Even  if  He  is  One  of  the 
"  Natural  Born  Salesman  Type,"  cannot 
keep  pace  with  the  one  who  will  take  one  or 
two  hours'  inspiration  from  the  minds  of 
men  who  are  writing  of  the  success  methods 
employed  by  those  who  have  succeeded. 
This  kind  of  study  not  only  embraces 
thoughts  on  modern  merchandising,  but  the 
salesman  should  take  a  course  on  reading 
character.    He  should  know  when  he  sees  a 


II 


'  ii 


I 

I 


il 


#j 


i 


100  UTILIZING  OUR  WASTE  POWER 

man  how  to  approach  him,  what  to  say  and 
how  to  say  it;  he  should  know  if  the  man  is 
in  the  habit  of  thinking  quickly  or  slowly, 
if  he  is  easily  persuaded  or  *'  rather  sot  in 
his  ways." 

Many  salesmen  try  to  close  a  sale  at  once 
with  a  man  who  never  decides  in  a  hurry, 
or  lose  a  sale  by  giving  a  man  time  to  think 
it  over  when  he  has  decided  to  buy.  When 
the  salesman  tells  him  to  think  it  over  he 
naturaUy  does.  If  this  salesman  was  a  stu- 
dent of  character,  he  could  close  many  sales 
which  he  would  not  close  otherwise.  One 
hour  each  day  for  one  year  spent  in  this 
course  is  a  wonderful  investment. 

I  do  not  care  what  you  are  doing  now,  how 
dull  you  are.  If  you  are  a  man  or  woman, 
and  will  study,  you  can  be  a  success  at  sell- 
ing. If  you  want  to  get  in,  or  are  in  the 
business  of  selling,  it  is  worth  your  while  to 
try  out  my  suggestions. 

THE  GOODS  FOR  SALE 

First,  whatever  you  attempt  to  sell,  study 
the  good  and  bad  points ;  also  similar  goods 
of  your  competitor.    How  much  will  your 


THE  SCIENCE  OF  SALESMANSHIP        101 

customer  be  benefited  by  buying  this  par- 
ticular article.  Could  he  buy  a  similar  arti- 
cle that  would  give  him  greater  satisfaction  ? 
Will  you  gain  a  friend  and  a  customer  by 
closing  this  sale?  What  has  your  firm  to 
say  about  the  article  you  are  selling?  Read 
what  it  has  to  say.  Then  build  up  your  sell- 
ing talk  from  what  you  learn. 

The  salesman  must  know  his  goods.  He 
also  must  be  able  to  show  its  superiority  over 
competitors'  goods,  or  if  there  is  no  differ- 
ence, he  must  be  able  to  show  why  people 
should  buy  from  him,  be  it  price,  terms, 
quality,  prompt  shipment,  prestige  of  the 
firm,  or  any  other  reason. 

But  whatever  the  reason,  the  salesman 
who  knows  has  the  advantage.  Repeating  a 
selling  talk  in  a  parrot-like  manner  puts  the 
salesman  at  a  disadvantage.  When  the  pros- 
pect offers  an  objection  the  salesman  must 
be  ready  to  answer  it  right  off  the  bat  with 
a  convincing,  sane,  acceptable  fact. 

If  the  salesman  cannot  jump  around  in 
his  selling  talk,  taking  up  any  point  needed, 
he  becomes  confused  and  loses  the  sale. 
Study  all  the  firm's  selling  talks,  then  re- 


'it 


102  UTILIZING  OUB  WASTE  POWER 

build  them  in  sections  to  suit  the  occasion, 
the  prospect,  the  environment,  the  number 
of  people  you  are  addressing,  and  different 
conditions  in  which  you  find  yourself. 

Sometimes  you  have  only  a  few  minutes 
to  talk.  Take  the  strongest  points  out  of 
your  selling  arguments  and  place  them  in 
order  so  your  prospect  can  grasp  the  idea  at 
once.  Have  your  selling  talk  so  perfect  that 
you  can  start  in  the  middle  or  at  either  end 
with  perfect  ease.  This  can  be  done  by  care- 
fuUy  studying  your  goods.  I  advise  the 
salesman  to  carefully  go  over  his  selling  talk 
at  least  twi(?e  a  week.  I  made  a  practice  of 
delivering  mine  in  front  of  a  mirror  to  my- 
self. Then  I  found  I  was  in  the  habit  of 
keeping  my  hands  in  my  pocket ;  I  did  not 
stand  erect.  My  delivery  was  improved  in 
this  way. 

Regardless  of  how  good  you  think  you  are. 
Constantly  Try  to  Improve.  Make  a  prac- 
tice of  noting  all  objections.  See  how  many 
different  answers  you  can  find  for  each. 
Different  lines  of  goods  will  have  varied  ob- 
jections. The  objection  offered  by  a  pro- 
spective piano  purchaser  hardly  would  be 


THE  SCIENCE  OF  SALESMANSHIP        103 

used  by  a  prospect  for  life  insurance. 
Therefore,  I  cannot  give  answers  to  all  ob- 
jections, but  will  take  up  a  few  later  in  this 
book. 

THE  PURCHASER 

The  busy  business  man  generally  has 
<<  No  "  ready  for  everyone  who  tries  to  offer 
him  anything  for  sale.  Expect  it.  Don't 
let  this  discourage  you.  The  *'  Lady  of  the 
House "  invariably  says,  '*  Not  today." 
These  answers  are  not  given  because  they  do 
not  or  will  not  purchase;  they  just  do  not 
msh  to  be  bothered.    To  illustrate : 

The  Adding  Machine  is  an  absolute  ne- 
cessity in  every  bank  and  financial  institu- 
tion, also  in  any  office  where  long  columns  of 
figures  must  be  added.  Still,  when  this 
machine  was  first  put  on  the  market  the  ones 
who  would  not  be  without  it  today  said, 
"No!"  at  first.  I  presume  the  salesman 
who  first  sold  adding  machines  asked  if  they 
did  not  want  to  buy  a  machine  that  was 
absolutely  mistake  proof,  etc. 

But  the  man  who  really  sold  the  machine 
did  not  mention  a  word  about  what  he  was 


104 


m 


UTILIZING  OUB  WASTE  POWEB 


selling;  he  just  asked  the  banker  how  many 
clerks  he  employed;  then  he  asked,  ''  How 
would  you  like  to  employ  only  half  as  many, 
save  the  difference  in  salaries  and  still  have 
more  and  better  work  done?  '' 

The  banker  immediately  became  inter- 
ested. The  salesman  had  got  over  the  fence ; 
he  was  playing  in  the  banker's  yard.  Had 
he  tried  to  tell  the  banker  how  old  his  firm 
was,  how  reliable,  how  liberal  were  the  terms, 
etc.,  the  banker  would  not  have  been  inter- 
ested, but  he  Was  Interested  in  the  Matter 
OF  Saving  Half  of  the  Clerks'  Salaries. 
He  simply  could  not  say  **  No  ";  he  asked, 
'*  How?  " 

The  salesman  had  what  he  claimed  he  had. 
The  salesman  was  well  posted.  He  showed 
the  banker  what  he  wanted  to  know— 
'^How?'^ 

If  You  Will  Show  the  Busy  Business 
Man  How  He  Can  Save  Time,  Money, 
Worry,  or  Better  His  Condition,  He  Will 
Talk  to  You.  Ask  a  man  if  he  wants  a  good 
investment,  he  will  answer  **  No."  Ask  the 
same  man  if  he  wants  to  make  some  money ; 
he  will  ask  *'  How?  ''    Ask  a  woman  if  she 


THE  science  of  SALESMANSHIP        105 


wants  to  buy  an  electric  washer;  she  will 
say  '*  No!  "  Ask  her  if  she  would  like  to 
get  through  her  washing  in  one  hour,  and 
she  will  say  '^  Yes!  "  and  allow  you  to  ex- 
plain the  good  points  about  your  electric 
washer. 

Therefore:  Find  out  the  needs  of  the 
people;  get  something  that  is  genuinely 
good ;  then  place  your  prospect  and  his  need 
in  the  forepart  of  the  selling  talk.  They 
will  ask  you  *'  How?  "  and  give  you  the  de- 
sired opportunity  to  explain. 

If  I  were  selling  a  book  like  the  one  you 
are  reading,  I  would  not  ask  if  You  Wanted 
TO  Buy  a  Good  Book.  If  I  did,  I  should  ex- 
pect you  to  say  "  No !  I  have  more  books  now 
than  I  can  read."  Suppose  I  should  ask  if 
you  ever  had  any  trouble  in  your  life  and  if 
you  would  like  to  get  a  remedy  for  every 
trouble  that  would  ever  assail  you.  I  would 
not  say  to  you  I  am  selling  a  book  that  will 
do  the  work.  You  would  think,  "  Oh,  he 
only  wants  to  talk  me  into  buying  a  book." 
I  would  have  to  interest  you  in  yourself  first. 
Remember  that  anyone  is  willing  to  be  bene- 
fited.   If  You  Can  Connect  Your  Proposi- 


106 


UTILIZING  OXTR  "WASTE  POWEB 


n 


TION  WITH  THE  WeLFAEE  OF  ToUR  PROSPECT 

you  have  him  interested,  for  everyone  is 
interested  in  himself. 

I  can  teach  anyone  to  be  a  **  Star  Sales- 
man," if  he  is  willing  to  cultivate  a  pleasing 
personality.  I  have  taken  a  foreigner  who 
was  willing  to  comply  with  the  conditions, 
and  he  made  six  thousand  dollars,  the  first 
year  selling  one  of  the  most  difficult  of  com- 
modities— ^building  lots.  This  man  was  a 
freight  handler  for  the  Baltimore  and  Ohio 
Railroad  and  had  no  confidence  in  his  own 
ability. 

the  general  rules  are  very  simple 

First  crawl  out  of  yourself ;  discard  your 
grouch;  smile  and  keep  smiling.  Don't 
cringe,  bow,  scrape,  or  try  to  be  humble.  Be 
A  Man  !  Be  a  Woman  !  Stand  squarely  on 
your  feet ;  hold  up  your  head ;  get  the  curve 
out  of  your  back;  for  now  you  are  a  king 
among  men,  you  are  a  leader,  a  dictator,  one 
who  commands  respect.  Make  up  your  mind 
you  will  not  take  water  or  give  it. 

Don't  Boast  Before  You  Start;  it  is 
unbecoming.     Don't   Boast   After   You 


THE  SCIENCE  OF  SALESMANSHIP        107 

Make  Good.  Just  Pray  that  You  Don't 
Get  Lazy  and  Lie  Down  on  the  Job,  for 
then  you  become  a  has-been.  Here  is  where 
most  salesmen  fall  down,  they  are  their  own 
bosses,  but  feel  the  need  of  someone  to  spur 
them  on. 

Laziness  the  Natural  Disease.  . 

The  scientific  name  of  this  cancerous  dis- 
ease which  eats  the  vitality  out  of  most  sales- 
men is  called  Mental  Inertia.  Every 
Salesman  Gets  the  Disease.  If  he  doesn't 
I  am  inclined  to  believe  he  is  no  salesman ; 
just  an  order  taker,  working  for  a  salary. 

THE  ORDER  TAKER  IS  JUST  A  DIFFERENT  SPECIES 

OF  THE  ANIMAL 

He  stands  behind  the  counter,  obeying  the 
orders  of  the  customers  but  iiot  the  em- 
ployer. The  employer  who  is  short  several 
hundred  dollars  on  his  month's  rent  will 
say, ''  Let's  See  How  Much  We  Can  Sell 
Today."  The  order  taker's  first  customer 
wants  a  collar.    Here  is  the  selling  talk : 

Customer:  '*  Collar,  please." 

Order  Taker:  '*  Size?" 


108 


UTILIZING  OUR  WASTE  POWER 


II 


Customer:  '*  Seventeen  and  one-quarter." 

Order  Taker:  ''  Style?'' 

Customer:  **  Just  like  this  one." 

Order  Taker  wraps  up  the  collar  in  a  piece 
of  paper  two  sizes  too  small ;  his  hands  arc 
dirty  from  the  dusty  collar  box  and  leaves 
his  finger  marks  on  the  collar. 

Order  Taker:  **  Nothing  Else?  " 

Customer:  **  No." 

Total  Sale:  25  cents. 

One  hour  later  the  irate  customer  comes 
back  with  his  soiled  collar  and  open  bundle. 
**  This  Collar  Came  Open;  It  Was  Soiled 
When  I  Got  It,  and  the  Paper  Was  so 
Small  I  Could  Not  Wrap  It  Up  Again. 
I  Want  Another  One  in  Place  of  It." 

The  order  taker  at  once  Tries  to  Shift 
THE  Blame,  is  Eeady  With  Excuses,  which 
only  irritate  the  customer,  when  a  real  sales- 
man seeing  the  situation  steps  up  with  the 
remark :  '*  Excuse  Me,  but  I  Set  that  Box 
OF  Collars  on  the  Shelf  by  Mistake; 
They  Are  All  Soiled.  All  My  Fault; 
Oni.y  Too  Glad  to  Give  You  a  New  Stock 
Collar.  Just  Came  in  Yesterday;  a 
Little  More  Nifty  Turn  to  this  One.   It's 


the  science  of  salesmanship      109 

THE  Very  Latest  Thing  Out.   Looks  Very 
Neat  and  Dressy.   I  Wear  this  Style  My- 
self.   Why  Not  Take  the  Whole  Box? 
You  Save  a  Quarter. 
Customer:   "  AU  right;  wrap  them  up." 
Salesman:   ''  Did  you  notice  the  line  of 
imported  pure  silk  novelty  four-in-hand  ties 
to  the  left,  in  the  window?    Eegular  two 
dollar  goods;  special  on  them  today,  three 
for  five  dollars.    Great  value  in  those  ties. 
We  will  have  to  pay  more  for  our  next  ship- 
ment. ^^  Let  me  show  you  the  beautiful  pat- 
terns. ' '    ( Showing  several  boxes  and  taking 
down  more,  watching  effect  by  the  expres- 
sion on  the  customer's  face.)    The  last  box 
in  his  hand  he  doesn't  take  down.    The  sale 
is  made. 

''Yes,  THAT  IS  A  Fine  Number."  He  says 
it  with  enthusiasm,  as  the  customer  shows 
he  is  pleased.  ''  I  Picked  that  One  as  a 
Winner  Yesterday;  Very  Neat  and  Rich 
Looking." 

Customer:  ''  Wrap  them  up." 
That  evening  the  same  gentleman  comes 
back  with  his  business  partner.    The  sales- 
man is  busy  and  the  proprietor  starts  to 


110 


XTTILIZINa  OUR  WASTE  POWER 


wait  on  the  customer,  who  says,  '*  I  will  wait 
for  that  young  man  to  show  my  friend  some 
ties."  When  the  salesman  gets  through  ten 
minutes  later,  he  sells  the  other  gentleman 
three  ties  also  an  umbrella  to  each.  Total 
sales  eighteen  dollars  and  twenty-five  cents. 
He  gives  each  one  his  card,  saying,  **  I  shall 
always  be  glad  to  see  you  come  in.  Next 
week  we  will  have  our  light  and  heavy 
weight  flannel  under-wear  on  sale;  it  will 
pay  you  to  look  them  over." 

The  order  taker  says  this  salesman  is 
lucky,  favored  by  the  boss,  and  offers  many 
other  excuses  because  he  does  not  want  to 
get  right  down  to  studying  the  situation. 
When  business  slacks  up  the  order  taker 
goes.  The  Boss  Dares  Not  Discharge  the 
Salesman  Because  He  Knows  the  Sales- 
man Wnj.  Carry  a  Lot  of  Trade  With  Him 
Wherever  He  Might  Go.  The  Salesman 
IS  AN  Asset,  the  Order  Taker  an  Expense. 

In  retail  merchandising  the  salesman 
should  study  his  stock.  In  any  line  he  should 
have  something  to  offer  the  customer  which 
He  Thinks  Would  Be  of  Eeal  Benefit  to 
the  Customer.   In  the  sale  just  illustrated, 


the  science  of  salesmanship     111 

the  order  taker  sold  a  bill  of  twenty-five 
cents  and  then  told  the  customer  ''  Nothing 
Else?''  Of  course,  the  customer  said, 
''No.''  The  suggestion  was  given  when  the 
salesman  said  *'  Nothing  else?  " 

But  the  salesman  sold  the  entire  box  of 
collars  to  the  same  customer.  The  salesman 
wore  the  same  "  Nifty  Pattern  ";  he  him- 
self thought  it  a  nifty  number ;  then  the  par- 
ticular tie  which  he  thought  was  just  the 
grandest  value  he  had  ever  seen.  When  the 
salesman  falls  in  love  with  his  goods,  he  can 
offer  the  customer  his  helpful  suggestions. 

If  you  are  a  shoe  salesman,  you  can  sell 
several  hundred  pairs  of  slippers  in  a  sea- 
son provided  you  like  slippers  and  have  one 
in  mind  for  each  type  of  customer.  Have 
a  few  pairs  ready.  Say, ' '  Here  is  a  splendid 
number,  Eeal  Comfort  After  a  Day  of 
Shopping,  or  after  a  hard  day's  work." 
Then  talk  of  the  quality.  Never  Talk 
Cheap  Stuff.  Make  your  customer  think 
he  looks  like  a  man  who  always  buys  the 
best ;  he  will  try  to  keep  you  thinking  so. 
If  he  wants  something  cheaper  he  will  ask 
for  it. 


ff 


» 


112  UTILIZING  OUR  WASTE  POWER 

If  you  are  selling  a  knife  to  a  customer, 
show  him  a  whetstone.  You  can  seU  a  fifty- 
cent  whetstone  with  a  dollar  knife.  If  a 
man  buys  nuts  and  bolts,  show  him  a  set  of 
wrenches.  The  kind  which  appeals  to  you 
wiU  also  appeal  to  him.  If  he  wants  some- 
thing different  he  will  ask  for  it.  When  a 
man  buys  a  hammer  tell  him  he  should  have 
an  assortment  of  different  size  nails  at 
home;  they  are  handy.  Then  he  will  want 
some  screws  as  well. 

Use  your  initiative.    If  you  say  to  a  cus- 
tomer ''  Nothing  Else,"  he  will  say ''  No  ''; 
if  you   say  to   a   customer,   **  Anything 
Else,"  he  wiU  say,  *'  I  guess  not."    But  if 
you  say  to  a  customer, ''  Here  is  something 
Everyone  Palls  in  Love  With,  It  is  Our 
Big  Seller  "—he  will  look  at  it.    If  you 
cultivate  the  knack  of  Showing  Your  Cus- 
tomers They  Will  Be  Able  to  Take  More 
Comfort  Out  of  Life,  be  better  satisfied,  or 
tiiat  the  article  you  offer  will  give  them  a 
better  appearance,  or  in  any  way  connect  the 
customer's  welfare  with  the  article  you  show 
nun,  you  will  add  many  dollars  to  your  daily 
sales. 


THE  SCIENCE  OF  SALESMANSHIP        113 

"  Nothing  Else?  "  or  ''  Is  There  Any- 
thing Else?''  doesn't  seU  goods.  Have 
Something  Eeady  to  Demonstrate  to 
Your  Customer.  Use  your  brains  if  you 
want  your  salary  raised.  If  You  Can  In- 
crease My  Business  I  Have  a  Job  Open  for 
You,  AND  so  Has  Every  Man  Who  is  in 
Business. 

If  you  are  papering  a  room,  look  over  the 
house  and  say:  ''  Madam,  While  I  am  up 
Here  It  Will  Not  Cost  Very  Much  to 
Have  a  New  Border  Put  on  this  Room," 
or  '*  We  Have  a  Nice  Pattern  for  a  Room 
Like  This,  While  I  Have  My  Tools  Here  I 
Can  Save  You  a  Little  on  the  Price." 

I  Know  You  Are  Only  Hired  to  Paper 
THE  Room,  but  Your  Boss  Needs  the  Ex- 
tra Business,  even  if  you  do  not  get  a  raise 
in  your  salary.  Don't  expect  it,  and  you 
will  not  be  disappointed.  Do  All  You  Can 
FOR  THE  Boss.  Your  pay  comes  in  the  satis- 
faction of  your  own  development,  by  know- 
ing that  some  day  you  will  have  a  business 
of  your  own,  and  you  are  now  studying  how 
to  get  new  business,  more  business,  better 
business. 


d 


N 


114  UTILIZING  OUR  WASTE  POWER 

Then  when  times  get  slack,  your  boss  will 
do  what  you  yourself  would  do.  He  Keeps 
His  Best  Men  ;  the  others  are  looking  for 
jobs.  They  don't  even  know  Why  They 
Were  the  Ones  Laid  Off  ;  they  sometimes 
think  it  was  favoritism,  but  we  all  know  I  T 
WAS    SERVICE. 

Some  People  Always  Are  Looking  for 
Bigger  Wages,  Better  Jobs,  constantly 
shifting  around  to  better  their  positions  or 
conditions.  They  go  from  Baltimore  to 
Cleveland.  Baltimore  Is  Looking  for 
Good  Men.  If  You  Are  Good,  Baltimore 
Is  THE  Field  for  You.  If  you  are  no  good 
or  just  average,  Cle\^land  and  Every 
Other  Land  Is  Overrun  with  that  Par- 
ticular Number.  Your  pattern  is  not 
nifty ;  there  is  nothing  that  invites  the  buyer 
to  invest  in  your  services.  If  he  should 
happen  to  buy  your  services  he  would  find 
he  had  bought  something  which  does  not 
wear  as  well  as  he  expected  for  the  price  he 
paid. 

Right  where  you  are  is  the  place  to  make 
good.  Do  your  level  best,  and  then  some. 
See  how  much  you  can  sell,  and  not  how 


the  science  of  salesmanship      115 

little.  Don't  let  the  floorwalker  tell  you  to 
wait  on  a  customer.  Jump  for  all  you  can 
get.  The  more  people  you  wait  on,  the 
greater  your  sales  will  be  at  the  end  of  the 
week,  and  you  will  have  made  more  friends. 

If  you  are  not  appreciated  by  your  firm 
you  will  appreciate  yourself,  and  Have  the 
Satisfaction  of  K^^^owing  that  You  Are 
THE  Man  of  the  Hour.  If  You  Know  You 
Are  All  Right — One  Hundred  Per  Cent, 
others  must  and  will  find  it  out,  and  if  your 
boss  does  not  show  the  proper  appreciation, 
do  more  and  compel  him  to  sit  up  and  take 
notice.    If  he  won't,  so^leone  else  will. 

I  went  into  a  wholesale  hardware  and 
equipment  place  lately,  and  bought  an  as- 
sortment of  lock  washers  and  bolts.  They 
had  wrenches,  vises,  electric  drills,  soldering 
irons,  etc.  The  salesman  could  have  sold  me 
fifty  dollars'  worth  in  place  of  eight.  I  had 
never  dealt  there  before.  The  things  I 
bought  my  regular  supply  house  did  not 
have.  In  a  few  days  I  went  to  the  house 
with  which  I  had  always  dealt  and  bought  an 
electric  soldering  iron  and  an  electric  drill, 
more  than  forty  dollars'  worth  that  the  firm 


Vfl: 


II 


ik 


116  UTILIZING  OUR  WASTE  POWER 

which  sold  me  the  nuts  and  washers  might 
have  had,  but  the  salesman  sold  me  only 
what  I  asked  for. 

When  that  salesman  got  through  he  lapsed 
into  a  state  of  conscious  coma ;  he  seemed  to 
forget  there  was  a  business  or  a  world ;  he 
was  waiting  to  be  called  on  by  others  to 
Give  Them  Just  What  They  Might  Ask 
For.  They  might  want  many  other  things 
which  this  salesman  could  sell.  But,  why 
should  he?  Time  Drags  Heavily  Enough 
Doing  What  You  Have  to  Do  ;  Besides  He 
Was  Not  Getting  Much  Salary.  He  knew 
the  boss  would  not  raise  his  pay  if  he  did 
sell  a  Uttle  more.  But  this  type  is  the  very 
kind  that  makes  good  when  he  wakes  out  of 
his  coma,  and  frequently  such  men  become 
Stars  in  the  Profession. 

If  I  could  only  get  the  order  takers  and 
trance  salesmen  to  recognize  their  own 
ability,  their  greatness,  their  proper  place 
in  the  world  among  the  star  salesmen,  that 
just  a  little  more  effort,  a  little  more  tact 
would  bring  them  across  the  line  from  fail- 
ure to  success ;  if  they  would  only  apply  com- 
mon sense  to  their  profession.  Oh,  Friend 
Order  Taker!  Try  It  for  One  Week. 


THE  SCIENCE  OF  SALESMANSHIP        117 

The  day  will  not  drag  if  you  try  to  fill 
every  minute  with  sixty  seconds  of  useful 
service — That  Cheerful,  Whole-Hearted, 
Loyal  Service  ;  Loyal  to  the  Firm,  to  the 
CusTo:^iER  AND  YouRSELF.  Show  that  you 
feel  in  every  fibre  of  your  make-up—*'  Gee! 
I  Love  This  Business!  " 

How  I  Became  a  Land  Salesman 

I  was  in  the  furniture  business  in  Wash- 
ington, and  was  sold  out  at  auction  for  debt 
in  1907.  I  was  left  penniless  and  was  com- 
pelled to  take  a  position  at  a  small  salary. 
Soon  afterward  I  started  in  business  in  a 
small  way,  buying  and  selling  second  hand 
furniture. 

In  1908  I  was  offered  a  position  selling 
building  lots  for  the  U.  S.  Eealty  Co.,  on 
Seventh  Street  and  Pennsylvania  Avenue. 
Col.  A.  E.  Eandle  was  president  of  the  com- 
pany. He  said:  '*  There  is  no  reason  why 
you  cannot  make  good."  It  took  me  about 
ten  minutes  to  decide,  and  calling  up  an  auc- 
tioneer I  had  my  stock  sold.  With  the  re- 
turns my  bills  were  paid,  a  few  necessities 
were  purchased,  and  I  started  to  work. 


m 


118 


TJTTTiTZmQ  OUB  WASTE  POWEB 


I 


■     I 


On  Sunday  morning  I  was  on  the  property 
at  eight  A.  M.  Seeing  a  gentleman  and  his 
wife  crossing  the  field,  I  asked  them  to  buy 
some  lots.  They  said,  '*  No! ''  but  having 
determined  they  should  buy  started  to  tell 
them  the  benefits  they  would  derive,  and  kept 
on  until  they  paid  me  a  deposit  of  twenty- 
five  dollars  on  condition  that  if  they  decided 
by  the  following  Tuesday  not  to  buy,  the 
money  would  be  refunded.  But  even  this 
encouraged  me. 

The  following  Tuesday  I  called  at  the 
couple's  home.  He  was  employed  in  The 
Government  Printing  Office  and  had  just 
reached  home.  He  said,  "  We  have  decided 
not  to  buy,"  so  according  to  our  agreement, 
I  returned  his  money  and  received  back 
the  receipt  I  had  given  him.  Then  I  said, 
"  My  promise  to  you  has  been  fulfilled,  but  if 
you  let  this  be  your  final  answer  you  are  los- 
ing a  splendid  opportunity  of  making  the 
money  you  have  earned  work  for  you  and 
make  a  nice  additional  profit.  Let's  talk  the 
matter  over."  We  talked  imtil  six  o'clock, 
when  his  wife  came  in  and  said ;  "  We  have 
decided  not  to  buy;  it's  no  use,  Mr.  Sayman ; 


THE  SCIENCE  OF  SALESMANSHIP        119 

you  will  have  to  excuse  us,  we  are  just  going 
to  have  supper." 

My  brain  worked  overtime  for  the  next 
few  seconds.  I  must  make  that  sale,  I  must 
find  some  excuse  to  stay;  if  not,  the  sale 
would  be  lost.  Everything  depended  on  my 
reply  to  the  polite  request  to  leave. 

But  that  Sale  Must  be  Made,  though  it 
seemed  impossible.  They  could  not  foresee 
the  growth  of  Washington  and  the  result  in 
real  dollars  as  their  share  of  the  profits.  To 
me  it  was  as  true  as  Gospel.  These  thoughts 
rapidly  shot  through  my  mind  and  I  an- 
swered :  '  *  Excuse  me,  but  I  have  not  had 
supper  yet.  If  you  don't  mind  inviting  a 
stranger,  it  will  result  in  our  better  acquaint- 
ance and  mutual  benefit." 

* '  What  a  nerve ! ' '  you  may  say.  Possibly 
it  was.  I  call  it  Initiative,  Stick-to-it-ive- 
ness,  that  determination  bom  of  despera- 
tion. The  success  of  my  career  depended  on 
my  not  losing  out,  but  the  reply  was  in  my 
favor.    *'  Why,  certainly,  come  in." 

I  don't  remember  their  names,  but  when 
we  were  seated  they  requested  me  to  ask  a 
blessing,  possibly  to  see  if  this  was  my  home 


120 


UTILIZING  OUR  WASTE  POWER 


habit.  I,  however,  was  at  home.  The  bless- 
ing I  asked  inchided  everything,  opening 
the  eyes  of  these  newly  found  friends  to  their 
best  interests. 

The  feeling  in  my  heart  was,  "  You  can't 
make  this  sale,  pass  it  up  to  God  and  let  the 
result  take  care  of  itself."  That  night  at 
nine  I  left,  with  the  contract  signed  and 
fifty  dollars  in  cash,  but  I  have  always 
thought  that  sale  was  made  by  a  higher  pow- 
er than  mine. 

This  will  illustrate  what  has  been  said 
previously.  Have  something  in  which  you 
believe,  know  it  will  prove  a  benefit  to  the 
one  buying  it,  and  stick  to  your  job.  If  he 
cannot  see  your  point  of  view,  it  is  not  his 
fault.  You  must  explain  it  so  he  can  see  it 
in  vour  lisfht.  Think  quickly,  have  your 
good  points  well  in  mind,  do  your  best  and 
leave  the  balance  to  God,  Who  is  our  only 
Refuge  and  Rtbength",  an  ever  present  help 
in  trouble.    Ps.  46,  1. 

I  have  since  made  many  seemingly  im- 
possible sales. 

It  is  sticking  to  the  very  hard  sales  that 
improves  the  salesman.     The  hard  cases 


THE  SCIENCE  OF  SALESMANSHIP        121 

bring  out  and  develop  our  selling  ability. 
Always  feel  thankful  to  the  one  who  opposes 
you.  He  makes  you  fit  to  tackle  the  still 
harder  propositions.  If  you  give  up  your 
hard  prospects  and  look  only  for  the  easy 
sales,  you  will  never  set  the  world  on  fire. 

A  HARD  SALE  AND  HOW  I  MADE  IT 

I  was  sent  to  Havre  de  Grace,  Md.,  to  sell 
lots  as  an  investment.  It  was  very  difficult 
to  get  things  started.  Mr.  McCombs,  a 
banker,  seemed  to  be  a  leader  in  the  place, 
almost  everyone  to  whom  I  explained  my 
proposition  said  if  Mr.  McCombs  bought 
they  would  buy.  Mr.  McCombs  was  hard  to 
approach;  he  cut  me  short  every  time.  I 
could  not  even  tell  him  where  my  lots  were. 

''  No,  No,  No!  "  he  would  say,  ''  I  don't 
want  any  lots !  ' '  Again  and  again  he  refused 
to  listen  to  me.  He  was  about  seventy  years 
old ;  really  too  old  to  buy  as  an  investment, 
inasmuch  as  he  needed  no  more  money,  al- 
ready being  very  wealthy.  My  cigars  did 
not  interest  him,  for  he  did  not  smoke.  He 
simply  would  not  make  my  acquaintance. 


122 


UTIUZINQ  OUB  WASTE  POWER 


i 


I 


1 1 


I  was  desperate.  My  reputation  had  to  be 
built.  I  could  not  go  back  to  Washington, 
face  the  Colonel,  and  hear  him  say,  *  *  Well, 
You  Fell  Down." 

I  had  seen  advertised  a  book  called  **  Gin- 
ger Talks, ' '  written  by  Holman,  a  salesman 
himself.  At  the  time  I  did  not  have  the 
price  to  remit,  but  felt  the  book  would  help 
me.  I  Telegraphed  for  the  Book — **  Send 
AT  Once  C.  O.  D."  In  three  days  the  book 
came.  In  it  I  f  oimd  what  I  wanted — ^more 
pep — ^more  driving  power — ^more  enthusiasm 
— ^more  confidence. 

At  ten  o'clock  the  next  day  I  went  to  see 
Mr.  McCombs.  He  was  sitting  at  his  desk 
ten  feet  back  of  a  rail  about  two  feet  high. 
The  small  gate  always  was  kept  latched.  I 
did  not  ask  Mr.  McCombs  to  open  it.  He 
looked  up,  but  I  kept  on  going,  jumped  over 
the  rail,  drew  up  a  chair  beside  his  desk  and 
said,  "  I  hear  you  are  a  self-made  man. 
You  came  here  without  a  dollar,  and  now 
you  own  half  the  town.  You  are  a  leader. 
Will  you  tell  me  about  your  early  struggles  ? 
I  am  also  trying  to  rise.  You  may  be  able 
to  tell  me  how  you  did  it." 


) 


the  science  of  salesmanship      123 

For  the  next  two  hours  he  had  the  floor. 
When  he  finished  I  said,  **  Go  to  Washing- 
ton with  me  tomorrow  morning  and  meet  my 
employer,  Colonel  Handle,  One  of  the 
Greatest  Men  that  Ever  Lived.  He  will 
publish  the  story  of  your  life.  You  will  not 
be  asked  to  buy  any  lots.  Then  you  can  come 
home  and  feel  that  you  have  left  something 
that  will  benefit  the  world.  You  have  had 
wonderful  experiences.  You  can  also  see 
where  my  land  is  located.  It  will  not  harm 
you  to  tell  your  friends  where  and  how  it  is 
if  they  ask  you,  but  you  will  not  be  asked  to 
buy  a  lot  from  the  United  States  Eealty 
Co.'' 

He  replied,  **  On  that  Condition  I  Will 
Go  WITH  You,  but  remember  the  moment 
you  ask  me  to  buy,  I  am  going  home."  He 
was  given  the  assurance  that  the  pleasure 
was  all  mine  and  that  his  fare  both  ways 
would  be  paid  by  me,  as  well  as  his  expenses 
in  Washington. 

Salesmen  were  furnished  mileage  books 
with  which  to  pay  the  fares  of  prospective 
purchasers,  but  we  had  strict  orders  to 
bring  over  only  one  man  on  each  trip,  or  at 


i 


i 


124 


UTILIZING  OUR  WASTE  POWER 


the  outside,  two.  The  reason  was  that  if 
many  came  at  once,  there  would  always  be 
someone  in  the  party  who  came  for  the  free 
ride,  and  who  not  only  would  refuse  to  buy 
himself,  but  would  prevent  the  others  from 
buying.  It  also  put  the  firm  to  a  large  and 
needless  expense. 

Mr.  McCombs  had  a  good  following.  The 
next  morning  there  were  thirteen  at  the  sta- 
tion with  him.  My  heart  sank.  I  had  plenty 
of  mileage  tickets,  but  felt  there  were  some 
"  joy  riders,"  and  I  knew  I  was  in  for  a  call 
**  on  the  carpet  "  for  bringing  so  many.  Mr. 
McCombs,  as  he  got  on  the  train  said :  **  Now 
remember,  I  Am  Not  to  be  Asked  to  Buy  !  " 

I  had  **  Ginger  Talks  "  in  my  pocket,  so 
I  got  in  a  seat  to  myself,  and  read  and 
thought  and  planned.  Arriving  at  Wash- 
ington, we  went  to  the  office  and  filed  in.  I 
had  telegraphed  that  I  was  coming.  But, 
Oh !  when  the  Colonel  saw  my  party  and  was 
introduced,  he  looked  at  me  and  said, 
"  Sayman,  I  Want  to  See  You  Alone  in 
My  Office." 

He  was  mad,  yes,  Boiling  Mad,  and  said, 

Did  I  not  tell  you  to  bring  only  one  or 


(( 


the  science  of  salesmanship      125 

two  people  over?  "  There  was  no  time  for 
explanation,  so  I  just  said,  ^*  Leave  it  to  me  ; 
they  can  all  be  sold.  Get  me  four  automo- 
biles and  some  salesmen  to  help,  and  we  will 
try.''  I  made  up  my  mind  I  was  going  to 
Sell  Mr.  McCombs  first,  Then  Have  Him 
Help  Me  with  the  Others. 

The  Colonel  went  along,  also  Mr.  Norman, 
our  sales  manager,  and  one  other  salesman. 
When  we  arrived  at  the  development  I  asked 
Mr.  McCombs  to  go  along  with  me,  and  took 
him  to  a  sub-division  half  a  mile  further  up 
the  road.  I  showed  him  two  beautiful  lots 
from  which  you  could  see  all  over  the  city. 
The  golden  dome  of  the  Library,  the  Capitol 
and  the  city  lay  in  a  panoramic  view  before 
us. 

"Is  This  Not  Wonderful?''  I  said 
with  enthusiasm,  and  explained  that  the  Dis- 
trict of  Columbia  was  only  eight  miles 
square,  and  that  Soon  There  Would  be  no 
More  Property  in  the  Nation's  Capital 
for  Sale.  I  told  him  of  the  contemplated 
improvements  by  the  Government,  and  said, 
**  Mr.  McCombs,  I  like  you,  you  have  done 
wonders.    What  Are  You  Going  to  Tell 


' 


126 


UTILIZING  OUR  WASTE  POWER 


till 


iii 


Your  Friends?  ''  He  answered,  "  It  is  a 
Gk)OD  Investment,  All  Eight,  but  you 
promised  me  You  Would  Not  Ask  Me  to 
Buy  Any  Lots." 

"  I  Am  Not  Going  to,''  I  replied,  "  but 
you  have  the  reputation  of  being  the  stingi- 
est man  in  Havre  de  Grace.  People  know 
that  you  never  pass  up  a  good  investment 
which  has  money  in  it.  You  are  old  in  years 
of  experience,  but  young  in  your  ambition. 
I  am  not  going  to  ask  you  to  Buy  any  lots, 
but  here  are  two  that  belong  to  me.  I  will 
Give  you  these  two  lots  for  what  they  cost 
me,  $375  each."  He  answered,  *'  I  have  no 
money  with  me."  **  Oh,  that's  all  right," 
I  said,  *'  Just  give  me  your  note."  I  Made 
the  Sale. 

When  we  returned  to  the  other  sub-divi- 
sion they  were  waiting  for  us.  Mr. 
McCombs  said,  **  I  Have  Bought  Two 
Lots."  I  said  to  the  others:  **  Now,  gen- 
tlemen, you  know  Mr.  McCombs  knows  an 
investment  when  he  sees  it;  he  paid  spot 
cash  for  his."  They  scattered  over  the 
property  and  everyone  bought.  Colonel 
Eandle  was  so  pleased  he  sent  for  a  photog- 


the  science  of  salesmanship      127 

rapher  and  had  a  picture  taken  of  the  party, 
after  which  he  took  us  all  to  the  Atlantic 
Hotel  for  dinner. 

I  had  a  prospect  in  Washington  and  could 
not  finish  with  him  before  I  went  to  Havre 
de  Grace,  therefore,  I  excused  myself  from 
dinner,  and  closed  my  sale  while  they  were 
dining.  The  Colonel  to  this  day  refers  to 
me  as  the  man  who  would  rather  sell  than 
eat. 

This  story  is  an  example  of  determination. 
Had  I  not  been  in  such  great  need  I  prob- 
ably would  have  given  up.  Extreme  poverty 
is  a  man's  greatest  blessing.  It  brings  out 
the  good  that  is  in  him.  We  sometimes  give 
up  too  quickly  to  allow  our  goodness  to  come 
out.  No  matter  in  what  predicament  you 
find  yourself,  there  is  some  way  out  of  it  if 
you  refuse  to  give  up  and  say  it  can  be  done. 

The  thing  which  holds  most  of  us  from 
reaching  the  higher  goal  in  life  is  that  we 
do  not  strive  a  little  harder  and  refuse  to 
acknowledge  defeat — determine  to  be  a  suc- 
cess. Determination  alone  vdll  not  do  it. 
One  must  use  his  thinking  power.  We  must 
try  and  plan  the  different  modes  of  attack. 


I 


'ft 


128 


UTILIZING  OUR  WASTE  POWER 


If  they  fail,  don't  give  up  but  try  a  new  one. 
I  sent  for  **  Ginger  Talks  "  when  I  needed 
a  new  idea.  It  helped  me.  If  I  had  worried 
over  the  matter,  or  given  up,  I  never  would 
have  written  this  book. 

There  are  two  reasons  why  people  buy 
lots.  First,  for  building  purposes  and 
second,  for  investment.  Because  of  the  in- 
vestment feature  of  imdeveloped  land,  al- 
most any  ambitious  man  who  is  trying  to 
save  or  accumulate  is  a  prospective  pur- 
chaser. The  absolute  safety  of  vacant  land 
cannot  be  disputed;  it  is  always  there,  and 
if  located  on  a  line  of  rapid  transit,  easily 
accessible  to  the  city,  it  invites  the  prospec- 
tive builder  to  make  improvements  which 
enhance  the  value  of  the  entire  neighbor- 
hood. That  is  why  Trust  Companies  and 
Guardians  select  this  particular  form  of  in- 
vestment for  their  clients  and  wards. 

In  looking  over  the  outlying  sections  of 
any  city  in  the  United  States  one  will  find 
that  the  farms  and  vacant  fields  of  ten  years 
ago  which  lie  within  easy  reach  of  the  city 
have  been  improved  so  extensively  that  the 


THE  SCIENC5E  OF  SALESMANSHIP        129 

land  in  many  instances  has  increased  in 
value  many  fold. 

To  illustrate:  **  A  "  is  a  large  manufac- 
turer, **  B  ''  is  his  bookkeeper.  A  real 
estate  salesman  makes  an  appointment  with 
'*  B  "  to  show  him  what  he  calls  a  good  in- 
vestment in  a  vacant  lot,  the  lot  in  question 
being  in  the  direction  of  the  natural  growth 
of  the  city.  The  terms  are  within  the  reach 
of  **  B  "  and  the  sale  consummated. 

**  A  "  one  day  expresses  his  determina- 
tion to  build  a  suburban  home,  and  **  B  " 
recommends  the  section  where  he  purchased 
his  lot.  *'  A  ''  finally  selects  a  building  site 
at  the  corner  of  the  same  block  where  *'  B  " 
has  bought,  and  builds  a  ten  thousand  dollar 
home.  Several  of  A's  "  friends  follow  his 
example  by  buying  and  building  in  the 
vicinity. 

Five  years  pass,  there  have  been  more 
than  one  hundred  houses  built  in  this  neigh- 
borhood ;  streets  have  been  improved  by  the 
city,  sidewalks  laid,  beautiful  lawns  and 
flower  beds  have  taken  the  place  of  weeds 
and  brush.  "  B  ''  still  owns  his  lot,  he  has 
done  nothing  to  increase  its  value.    He  is  a 


» 


V,  r 


130  UTILIZING  OUR  WASTE  POWER 

bookkeeper  being  paid  by  **  A  "  for  Ms 

services. 

When  lie  bought  Ms  lot/'  B  "  paid  fifty 
dollars  down  and  continued  to  pay  small 
amounts  each  month.  By  so  doing  he  had 
actually  enlisted  the  services  of  Ms  em- 
ployer, **  A,"  and  all  of  the  others  who  had 
built  homes  in  this  vicinity,  as  well  as  the 
state  and  city  which  made  improvements,  all 
resulting  in  increasing  the  value  of  '*  B's  " 
lot  from  five  hundred  dollars  to  several  times 
tMs  amount. 

'*  B  "  could  not  possibly  have  made  any 
other  investment  so  absolutely  safe  and  with 
such  prospects  of  substantial  increase  in 
value.  When  a  Man  Buys  a  Lot  in  a  Sec- 
tion Where  the  Improvements  Are  Likely 
TO  BE  Put  in  Shortly,  He  is  Employing 
Those  Who  Make  These  Improvements  to 
Work  for  His  Benefit  Without  Costing 
Him  a  Single  Cent. 

Vacant  Land  in  the  Direction  of  the 
City's  Natural  Growth  Must  Become 
More  Valuable  from  Year  to  Year. 

The  average  salesman  does  not  care  if  the 
lots  he  sells  are  well  located  or  not,  so  long 


the  science  of  salesmanship      131 

as  he  can  get  a  substantial  drawing  account 
and  a  large  commission. 

If  the  money  printed  by  the  Government 
was  not  good  there  would  be  no  counterfeits, 
and  so  it  is  in  the  land  business.  There  are 
some  counterfeits.  Salesmen  sell  land,  not 
weU  located,  at  inflated  prices.  The  pros- 
pect buying  this  kind  of  land  usually  deter- 
mines never  to  buy  any  more. 

I  like  to  get  hold  of  a  man  who  has  been 
or  thinks  he  has  been  sold  a  piece  of  land 
which  is  undesirable,  especially  when  he 
thinks  he  has  been  cheated,  or  misrepresen- 
tations were  made  to  him.  After  he  tells  me 
his  hard  luck  story,  and  thinks  All  Lots  Are 
No  Good,  I  ask  him  if  he  ever  has  taken  in 
any  counterfeit  money.  Usually  he  has. 
Then  I  ask,  "  Why  do  you  not  stop  taking 
money?  You  once  took  a  counterfeit  and 
foimd  you  were  swindled."  I  appeal  to  his 
common  sense. 

'*  Suppose  you  bought  a  lot  which  was  not 
located  in  the  right  direction,  or  was  not 
worth  what  you  paid  for  it;  that  does  not 
condemn  real  estate  as  an  investment," 
would  be  the  lure  of  my  talk.    "  You  know 


132 


UTILIZING  OUR  WASTE  POWER 


there  are  enormous  increases  in  all  sections 
of  the  city ;  even  where  you  bought  your  lot, 
land  values  are  bound  to  get  better.  The 
fact  that  you  consider  you  paid  more  for 
your  lot  than  it  was  worth  should  not  pre- 
vent you  from  buying  in  a  section  of  the 
city  where  the  improvements  are  making 
property  more  valuable  from  year  to  year. 
^*  I  knew  a  grocer  who  bought  a  certain 
brand  of  beans.  They  would  not  sell.  He 
sent  them  to  auction,  pocketed  his  loss  and 
bought  a  brand  for  which  there  was  a  de- 
mand. In  a  short  time  he  made  good  his 
loss  and  added  a  nice  profit.  Now,  suppose 
this  grocer  had  said,  '*  I  bought  beans  once 
and  they  would  not  sell ;  I  had  to  send  them 
to  auction  and  lose  money.  I  will  never  buy 
any  more  beans."  He  certainly  would  be 
turning  down  a  considerable  profit  every 
year. 

"  You  can  make  up  your  loss  by  looking 
over  my  lots  and  comparing  prices  with  sur- 
roimding  property.  If  mine  are  cheaper 
than  the  other  lots  in  the  vicinity,  you  cer- 
tainly are  taking  no  chances.  At  least  go 
out  with  me  in  my  car  and  look  them  over. 


THE  SCIENCE  OF  SALESMANSHIP        133 


It  costs  you  nothing  to  investigate.  You 
may  find  some  points  that  will  be  of  great 
benefit  to  you  in  the  future." 

I  have  always  tried  to  find  different  an- 
swers for  each  and  every  objection.  I  give 
you  the  objection,  and  the  answers  to  each, 
which  I  have  found  to  be  the  most  logical  and 
convincing,  as  used  by  myself. 

(1)  Objection.  1  Have  No  Time  to  Talk 
TO  You. 

Answer.  Mr.  Blank,  I  am  glad  to  find  you 
are  so  busy.  It  means  that  you  have  an 
established  business  of  which  you  must  be 
justly  proud.  However,  I  presume  you  are 
not  in  business  for  your  health  but  for  the 
money  you  are  making  out  of  it.  Now,  it 
seems  to  me  if  you  could  make  money  with 
greater  ease,  it  would  pay  to  give  me  a  few 
moments  of  your  time  to  explain  our 
proposition. 

(2)  Objection.  I  Have  No  Time  to  Talk 
TO  You. 

Answer.  Mr.  Blank,  the  only  thing  that 
anyone  can  do  with  time  is  to  make  money 
out  of  it.  If  you  knew  the  profits  Mr.  S 
made  out  of  the  lots  he  bought  from  me 


fclj 


(?|! 


134 


UTILIZING  OUR  WASTE  POWER 


nine  months  ago,  I  think  you  would  concede 
that  I  have  one  of  the  biggest  money-makers 
you  ever  heard  of  that  was  absolutely  one 
hundred  per  cent  safe.  (I  here  show  a  letter 
from  one  of  my  clients  who  made  a  very 
satisfactory  profit  on  his  lot.  There  are 
always  a  number  of  lot  buyers  who  seU  at 
a  profit  within  the  first  year.  From  these 
I  always  get  a  letter  and  find  it  a  great  help 
and  a  very  convincing  argument.)  I  have 
some  lots  in  this  same  vicinity.  I  am  sure 
if  I  had  come  to  you  nine  months  ago  and 
offered  you  the  same  lots  I  sold  to  Mr.  S — 
you  would  have  said,  **  I  have  no  time  to 
talk  to  you."  If  I  thought  you  were  in 
earnest  when  you  said  that,  I  would  not 
trouble  you,  but  I  know  you  are  a  human 
being,  just  as  I  am,  and  have  about  the  same 
ambition  that  most  men  have.  You  are 
working  for  the  almighty  dollar,  and  if  you 
will  look  at  the  rich  men  of  this  city  you 
will  find  they  own  the  vacant  land.  Let  me 
explain  this  to  you  and  tell  you  why. 

(3)  Objection,   IDon't  Want  Any  Lots. 

Answer.    Mr.  Blank,  that  is  just  what 
brought  me  here.    I  know  you  don't  want 


tke  soienoe  of  salesmanship      135 

any  lots.  If  you  wanted  them  you  would 
have  called  on  me  or  some  other  firm  and 
bought  them.  I  have  a  sick  boy  at  home, 
and  when  I  wanted  to  give  him  his  medicine 
last  night  he  said  just  what  you  said,  but  I 
knew  the  medicine  would  do  him  good,  even 
though  he  did  not  want  any.  You  will  grant 
that  the  land  around  the  suburbs  of  this  city 
is  worth  more  today  than  it  was  ten  years 
ago.  If  a  salesman  had  come  to  you  and 
asked  you  to  buy  some  lots  ten  years  ago,  you 
probably  would  have  told  him  that  you  didn't 
want  any  lots.  Still,  you  can  see  today  that 
It  Would  Have  Paid  to  Want  Some. 

(4)  Objection.   IDon't  Want  Any  Lots. 

Answer.  Mr.  Blank,  I  am  willing  to  con- 
cede that  you  don't  want  any  lots,  but  if  you 
knew  for  an  absolute  fact  that  these  particu- 
lar lots  are  being  sold  at  less  than  their 
actual  value  and  that  the  location  is  unsur- 
passed, surrounded  by  beautiful  homes,  and 
constantly  increasing  in  value,  you  probably 
would  not  say  what  you  did.  However,  the 
point  which  I  cannot  make  out  is  that  any- 
one can  say — ^he  doesn't  want  to  buy,  with- 
out looking  into  the  matter  to  see  what  could 


136 


UnLIZING  OUR  WASTE  POWER 


]!l 


I 


be  made  out  of  it.  I  am  sure  you  don't  want 
to  buy  a  load  of  old,  womout  shoes,  but  if 
I  could  show  you  how  you  could  make  con- 
siderable money  out  of  such  old  shoes,  you 
would  have  to  consider  the  profit.  We  are 
all  trying  to  get  something  laid  by  for  our 
old  age  or  our  loved  ones. 

(5)  Objection.  I  Have  No  Time  to  Look 
AT  Your  Lots. 

Answer.  Mr.  Blank,  time  is  money.  The 
reason  you  have  no  time  is  because  you  feel 
you  can  make  more  out  of  your  work  here 
than  by  riding  out  with  me  to  see  my  lots, 
which  you  say  you  don't  want.  I  never 
argue  with  my  friends;  it  is  bad  form. 
Everyone  knows  what  he  wants,  but  suppose 
you  had  been  sued  and  there  were  twenty- 
five  dollars  at  stake,  you  would  hardly  say 
**  I  am  willing  to  lose  twenty-five  dollars. 
I  am  too  busy  to  go."  And  yet,  here  is  a 
proposition  placed  before  you  where  there 
are  several  hundreds  or  even  thousands  of 
dollars  to  be  made.  You  dismiss  it  without 
giving  the  matter  a  moment's  serious 
thought. 

Money  is  not  made  by  hard  work;  the 
hardest  worker  has  the  least.     Money  is 


the  science  of  salesmanship      137 

made  by  investments.  There  is  no  safer  in- 
vestment on  earth  than  land;  it  is  always 
there;  it  can't  blow  away;  it  is  a  real  se- 
curity. 

(6)  Objection.  I  Have  No  Time  to  Look 
AT  Your  Lots. 

Answer.  Mr.  Blank,  it  is  good  to  be  busy. 
I  can  readily  see  you  are  very  busy,  but  sup- 
pose some  real  good  friend  or  relative  came 
in.  You  would  hardly  say,  *'  I  Have  No 
Time  to  Talk  to  You,"  and  if  he  kept  you 
from  your  work  for  an  hour  or  more  you 
would  still  be  able  in  some  way  to  get  along. 
Now,  I  know  you  have  not  stopped  to  con- 
sider when  you  could  spare  the  time  to  look 
over  my  lots.  I  have  taken  out  people  who 
Really  Were  too  Busy  to  go,  by  calling  for 
them  early  in  the  morning  or  on  Sunday. 
If  it  really  is  a  fact  that  time  prevents  you 
going  out  with  me,  I  can  arrange  some  time 
to  suit  your  convenience. 

(7)  Objection.  I  Had  a  Friend  Who 
Lost  Money  on  Lots. 

Answer.  Yes,  that  is  very  probable.  I 
have  lost  money  on  lots  myself.  I  bought 
some  ten  years  ago  from  which  I  have  never 
been  able  to  get  my  money,  but  I  have  made 


|!| 


i|i| 


i 


138       vrjuzma  oue  waste  power 

large  profits  on  others.  I  did  not  give  up 
I  was  something  like  the  f  eUow  at  the  race 
track.  He  lost,  but  kept  at  it  and  won;  he 
felt  he  could  not  lose  aU  the  time.  I  know  a 
man  who  went  into  business  and  lost  aU  the 
money  he  had,  but  that  does  not  condemn 
business;  many  other  people  make  money 
out  of  busmess. 

(8)  Objection.    I  Had  a  Fkiend  Who 
■Lost  Money  on  Lots. 

Answer.    I  believe  I  know  him.    Was  his 
name  John  Smith?    No  I    Well,  I  know  a 
Mr.  Smith.    He  bought  some  lots  that  were 
not  located  in  the   direction   of  growth 
There  were  no  improvements  going  on  and 
he  sold  at  a  loss,  then  put  his  money  into 
mining  stocks  and  lost  the  whole  business, 
ile  told  me  he  was  sorry  he  did  not  keep  his 
lots,  because  the  man  who  bought  them  re- 
sold them  to  an  Ice  Company  at  a  profit  of 
three  hundred  dollars.     He  had  a  good 
proposition  but  did  not  know  it.   He  did  not 
have  the  patience  to  hold  on;  he  jumped  out 
of  the  frying  pan  into  the  fire.    However 
many  people  lose  money  on  some  ventures! 
ihat  should  not  keep  a  man  forever  out  of 


n 


THE  SCIENCE  OF  SALESMANSHIP        139 

everything.   The  one  who  never  lost  a  dollar 
never  made  many  dollars. 

(9)  Objection.  If  Your  Lots  Are  so 
Good,  Why  Don't  You  Keep  Them  Your- 
self AND  Make  the  Profits.  You  Want 
Money  Just  as  Badly  as  I  Do. 

Answer.  Mr.  Blank,  I  am  really  surprised 
at  a  man  of  your  intelligence  asking  me  such 
a  question.  I  am  in  the  land  business.  I 
can  buy  more  when  I  sell  what  I  have  now. 
You  are  selling  wheat.  I  presume  your 
wheat  is  good.  Why  don't  you  keep  it? 
You  seU  your  wheat  for  the  same  reason  that 
I  sell  my  lots— Profit.  But  suppose  I  had 
money  enough  to  buy  all  the  land  aroimd  the 
city  and  kept  every  foot  of  it,  refusing  to  sell 
any.  Would  it  become  valuable  ?  You  are 
business  man  enough  to  know  that  the  only 
thing  which  increases  the  value  of  land  is 
improvement.  Now  suppose  I  refused  to 
sell  and  the  city  could  not  grow  any  larger ; 
no  one  could  buy  ground  to  build  a  factory, 
a  store  or  a  home  because  I  refused  to  sell. 
Would  not  this  city  stagnate  and  all  prop- 
erty become  cheaper?  Is  it  not  a  fact  that 
when  anything  ceases  to  grow  it  starts  to 


if 


11 


I 


i 


*M 


a 


ll 


140 


UTILIZING  OUR  WASTE  POWER 


rotf  If  a  man  who  is  in  the  land  business 
refuses  to  sell  land  because  he  knows  it  will 
be  more  valuable  at  some  future  time,  he 
would  be  considered  a  fit  subject  for  a  luna- 
tic asylum. 

(10)  Objection.  If  Your  Land  is  so 
Good,  Why  Don't  You  Keep  It! 

Answer.  Whenever  anything  cannot  be 
bought  or  sold  it  is  no  good.  I  can  prove  to 
you  that  land  is  a  good  investment,  even  if 
it  is  sold.  Land  on  a  Single  Car  Fare  in 
This  City  is  Worth  Two  Thousand  Dol- 
lars AN  Acre.  A  man  owning  fifty  acres 
would  be  worth  one  hundred  thousand  dol- 
lars. You  know  that  the  rich  have  the  best 
there  is  in  everything.  That  is  why  they 
are  rich.  All  the  vacant  land  around  this 
city  is  owned  by  rich  men.  The  poor  man 
just  buys  a  house,  on  the  installment  plan 
usually.  Still,  there  is  hardly  a  farm  or 
piece  of  land  that  cannot  be  bought.  I 
would  hardly  say  what  you  said.  Because 
the  rich  owner  is  willing  to  sell  his  land 
does  not  make  it  a  poor  investment. 

(11)  Oijection.  If  Your  Land  is  so 
Good,  Why  Don't  You  Go  to  Some  Rich 


:l  i 


THE  SCIENCE  OF  SALESMANSHIP        141 

Man  AND  Sell  It  TO  Him  ?  Why  Come  to  a 
Poor  Man  Like  Me  ? 

Answer.  Mr.  Blank,  I  come  to  you  be- 
cause I  have  an  absolutely  safe  investment 
for  a  poor  man,  something  he  can  buy  on 
which  he  can  keep  up  his  payments.  If,  as 
you  say,  the  good  investments  are  not  sold 
or  offered  for  sale  to  the  poor  man.  Why 
Did  the  Government  Offer  Its  Good  Bonds 
TO  THE  Poor  People  in  This  Country  Dur- 
ing THE  War?  Don't  you  know  that  the 
rich  man  has  no  ready  money?  He  keeps 
his  invested.  The  Government  could  not 
have  raised  money  to  carry  on  the  war  if  it 
had  not  been  for  the  poor  man  buying  bonds 
on  the  easy  payment  plan.  Why,  the  Gov- 
ernment even  sold  Saving  Stamps  at  a 
quarter  a  throw.  StiU  you  would  hardly  like 
to  say  the  Government's  paper  was  no  good 
because  it  was  offered  to  the  poor  man.  I 
have  a  poor  man's  investment.  If  the  poor 
people  would  not  be  so  suspicious  and  would 
take  hold  of  good  investments,  they  would 
not  remain  poor. 

(12)  Objection.     If  Your  Land  is  so 
Good,  Why  Come  to  a  Poor  Man  Like 


Ill 


m^ 


frifl 


I 


142 


UTILIZING  OUB  WASTE  POWER 


Me  ?  If  You  Could  Sell  It  to  a  Eich  Man 
You  Could  Get  the  Cash. 

Answer.  Mr.  Blank,  I  am  always  willing 
to  learn.  May  I  ask  you  a  question  ?  You 
just  said  you  were  poor.  Can  you  tell  me 
why  I  Is  it  not  a  fact  that  you  are  fighting 
every  proposition  that  ever  was  placed  be- 
fore you  ?  The  same  shares  of  stock  that  the 
rich  and  poor  made  money  from,  you  would 
not  have  bought,  not  because  they  were  no 
good  but  because  you  thought  then  just  as 
you  are  thinking  now.  You  seem  to  have 
made  up  your  mind  that  good  things  never 
are  offered  to  the  poor,  and  still  you  know  of 
any  number  of  poor  men  who  became 
wealthy  by  investing  in  many  things  and  in 
many  ways.  When  I  was  a  boy,  millionaires 
were  very  scarce ;  today  we  have  thousands 
of  them.  Someone  must  have  sold  a  good 
proposition  to  poor  men  in  those  cases. 

(13)  Objection.   I  Can't  Afford  to  Bur. 

Answer.  I  certainly  regret  to  have  you 
tell  me  that.  You  seem  to  be  a  man  of  aver- 
age intelligence.  It  seems  to  me  you  deserve 
more  than  a  living.  Suppose  you  had  one 
more  child  than  you  have.   You  would  sup- 


the  science  of  salesmanship      143 

port  it.  If  you  had  a  doctor's  bill  to  pay, 
you  would  pay  it  in  some  way.  If  you 
should  happen  to  get  sick  you  would  lose 
your  wages  and  have  the  usual  expenses  be- 
sides, and  still  in  a  year  from  now  you  would 
be  just  about  as  well  off  as  you  are  now.  It 
IS  Time,  Mr.  Blank,  that  You  Were  Giv- 
ing This  Matter  Serious  Consideration. 
You  are  not  getting  any  yoimger.  Have  you 
considered  old  age,  when  you  will  not  have 
the  strength  to  draw  on  for  the  kind  of  work 
you  are  doing  now  ?  I  am  trying  to  befriend 
you,  to  give  you  the  same  advice  I  took  my- 
self. I  invested  my  money  in  the  same  way 
I  ask  you  to.  It  can  be  done  if  you  say  you 
will.  Ten  dollars  a  month  will  carry  you 
through.  The  question  you  will  have  to  de- 
cide is  not  if  you  can  afford  to  buy,  but  Can 
You  Afford  Not  to  Buy  ?  Can  You  Afford 
TO  Lose  the  Profits  Others  Are  Making 
By  a  Small  Outlay  Monthly  ? 

(14)  Objection.   I  Can't  Afford  to  Buy. 

Answer.  Mr.  Blank,  do  you  mean  to  tell 
me  you  are  working  hard  and  are  just  mak- 
ing a  living.  You  know  you  are  entitled  to 
more.    A  Horse  Makes  a  Living.    Don't 


144 


UnUZINO  OUK  WASTE  POWER 


n 

4 


;^l|j 


<  -n 

m 


i 


m 


\u 


You  Think  You  Deserve  More  than  a 
Horse  ?  Now,  Mr.  Blank,  think  a  moment. 
You  say  you  cannot  afford  to  buy.  Suppose 
you  had  a  small  pimple  appear  on  your  knee 
and  it  became  so  painful  you  had  to  go  to  a 
doctor  and  after  examination,  he  pronounced 
it  a  cancer.  Naturally  you  would  ask, 
"  What  can  be  done,  Doctor  ?  I  must  work ; 
I  have  a  family  depending  on  me. "  "  Well, ' ' 
the  doctor  says,  "  I  can  treat  it,  but  it  will 
take  a  year,  or  possibly  two  years,  to  get  it 
out  of  your  system."  The  next  question  is 
how  much  will  it  cost.  Is  that  not  true! 
Then,  Mr.  Blank,  if  you  know  you  cannot 
afford  it,  what  is  the  use  asking  the  cost? 
You  know  you  could  afford  it.  If  it  cost 
two  dollars  a  visit,  three  times  a  week,  or 
six  doUars,  you  would  have  to  afford  it. 
Why  not  afford  the  same  amount  to  make 
yourself  independent  for  old  age? 

(15)  Oijection.  The  Bottom  is  Drop- 
ping Out  op  Land  Values,  It's  a  Bad  In- 
vestment. 

Answer.  I  am  glad  you  told  me  this,  Mr. 
Blank,  as  I  am  a  pretty  heavy  owner.  If 
this  is  really  true,  I  will  unload.  Would  you 


'I 


the  science  of  salesmanship      145 

mind  telling  me  why  you  think  this  is  true  ? 
**  Well,  it  has  gone  up  so  high  it  can't  go  any 
higher."  Oh,  is  this  your  only  reason?  Mr. 
Blank,  when  I  was  a  boy  I  used  to  be  a  boot- 
black in  New  York.  I  used  to  go  swimming 
in  the  Hudson  River.  Today  my  old  swim- 
ming hole  is  surrounded  by  large  apart- 
ment houses  and  fine  homes.  I  remember 
hearing  the  same  remark  then.  But  since 
then  houses  have  been  built  several  miles 
beyond  my  old  swimming  hole.  The  land 
values  have  multiplied  a  hundred  times,  and 
still  are  going  up.  The  man  who  predicted 
that  land  prices  were  going  to  drop  never 
bought;  he  still  has  his  little  shoe  shop.  I 
called  and  asked  if  the  prices  really  had 
dropped.  '*  Ach  Gott,  No!  "  he  said,  "  I 
only  wish  I  had  bought  some;  I  vould  be 
rich."  But,  it  was  too  late.  He  was  old. 
Prices  had  soared;  to  buy  land  at  the  old 
price  he  would  have  to  go  miles  further  from 
the  city.  He  was  wrong.  If  you  think  the 
city  is  going  to  grow,  then  I  think  the  prices 
of  land  will  go  up,  because  growth  increases 
valuation  of  land. 


146 


UTIOZINa  OUR  WASTE  POWER 


I 


(16)  Objection.  The  Bottom  is  Drop- 
ping Out  of  Land  Values;  Lots  Will  be 
Cheaper. 

Answer.  Mr.  Blank,  are  you  sure  of  that  ? 
You  must  have  a  wonderful  mind  to  be  able 
to  foresee  how  the  prices  are  going  to  turn. 
I  presume  you  are  very  wealthy?  Nol 
Well,  I  think  you  should  be.  If  I  had  em- 
ployed a  man  who  claimed  to  be  an  egg 
candler,  who  could  tell  the  rotten  eggs  but 
could  not  tell  a  good  egg,  I  would  not  place 
much  confidence  in  his  ability  to  tell  the  bad 
eggs.  And  when  I  hear  a  man  say  this  or 
that  is  a  bad  investment  I  believe  that  man 
could  tell  me  what  is  a  good  investment. 
The  Man  Who  Can  Pick  All  the  Losing 
Horses  on  a  Eace  Track,  Also  Should  Be 
Able  to  Pick  the  Winners.  If  you  can 
show  me  a  few  thousands  of  dollars  made 
out  of  investments,  it  will  prove  to  me  that 
you  really  can  pick  a  good  investment,  I 
might  think  you  are  right.  But  it  is  my 
opinion  that  you  offer  this  excuse  because 
you  are  afraid  to  venture.  If  you  want  to 
make  money  you  must  venture.  Land  is 
safe.    The  growth  of  the  city  will  cause  the 


THE  SCIENCE  OF  SALESMANSHIP        147 


values  to  go  up  here,  just  as  they  did  in  New 
York. 

(17)  Objection.  You  Charge  Interest 
ON  THE  Balance  Due,  Which  Mattka  the 
Lot  Cost  Much  More. 

Answer.  Mr.  Blank,  everyone  pays  inter- 
est on  every  foot  of  land  he  owns,  whether 
he  is  buying  it  on  monthly  payments  or  if 
he  pays  cash.  Even  those  who  have  owned 
their  land  for  years  are  paying  interest  on 
it.  Suppose  I  had  bought  lots  ten  years  ago 
for  three  hundred  dollars  each  and  paid  cash 
for  them.  If  they  are  worth  one  thousand 
dollars  today,  I  am  paying  interest  on  one 
thousand  dollars,  and  not  on  three  hundred 
dollars,  the  original  price  I  paid  for  them. 
For  this  reason :  if  I  sold  my  lots  for  one 
thousand  dollars  I  could  get  the  interest  on 
the  one  thousand  dollars  at  6  per  cent,  which 
is  sixty  dollars  a  year.  If  I  refuse  to  sell 
am  I  not  paying  sixty  dollars  a  year  inter- 
est? On  the  same  principle,  if  you  have 
your  daughter  working  for  twenty  dollars  a 
week  and  then  say  you  are  going  to  keep  her 
at  home  to  do  the  housework,  are  you  not 
paying  twenty  dollars  a  week  for  having 


r 


k 


148 


UTILIZING  OUR  WASTE  POWER 


i 


Pi 


ill  I 


your  housework  done?  You  have  stopped 
the  earning  power  of  your  daughter.  You 
are  receiving  twenty  dollars  a  week  less  in 
your  home;  you  might  just  as  well  let  her 
stay  and  pay  twenty  dollars  a  week.  If  you 
paid  cash  for  your  lots  you  would  not  draw 
the  interest  on  your  money,  because  you 
would  have  given  it  to  us.  Buying  on  pay- 
ments is  just  the  same;  you  can  keep  your 
money  working  at  6  per  cent  and  the  inter- 
est your  money  earns  will  pay  you  back  the 
interest  you  are  paying  to  us. 

(18)  Oljection.    I  Don't  Like  to  Pay 
Interest. 

Answer.  Mr.  Blank,  interest  is  something 
no  one  can  get  away  from.  No  one  can  tell 
who  invented  interest.  The  Jews  claim 
credit  for  the  invention.  However,  it  has 
come  to  stay.  Are  you  paying  any  interest 
at  present?  No?  Then  I  must  take  it  for 
granted  that  you  do  not  even  own  the  shoes 
you  are  standing  in,  or  the  clothes  on  your 
back.  Suppose  you  would  sell  that  diamond 
pin  you  have  in  your  tie.  I  do  not  know 
what  it  is  worth,  but  I  will  give  one  hundred 
dollars  for  it.     One  hundred  dollars  will 


the  science  op  salesmanship      149 

earn  six  dollars  a  year  interest.  If  you  keep 
the  pin  you  must  be  paying  six  dollars  every 
year  for  the  privilege  of  wearing  it,  as  you 
have  stopped  the  earning  power  of  this  one 
hundred  dollars.  Besides,  I  take  it  for 
granted  you  only  want  what  is  right  and 
just.  Is  that  correct  ?  Yesl  Well,  suppose 
the  city  should  exempt  you  from  paying 
taxes  and  everyone  else  would  have  to  pay 
taxes.  Would  you  consider  that  right  ?  No  I 
Well,  if  everyone  charges  interest,  and  no 
property  is  sold  without  it,  if  we  did  not 
charge  interest  it  would  be  one  of  two  things 
— ^we  either  would  be  very  foolish,  or  we 
would  have  priced  our  lots  in  the  start  high 
enough  to  include  the  interest  as  well  as  the 
price  of  the  lot. 

(19)  Objection.  I  Can  But  Lots  Vert 
Much  Cheaper  Than  Yours. 

Answer.  Yes,  That  is  True.  There  is 
Hardlt  Antthing  on  Earth  that  cannot  be 
bought  cheaper,  but  you  will  find  that  the 
value  is  different.  I  presume  when  you  go 
to  the  grocery  store  you  always  say,  **  Give 
me  a  pound  of  the  cheapest  coffee,  say,  ten 
cents  a  pound  " ;  or  when  you  buy  shoes  you 


150 


UTILIZING  OUR  WASTE  POWER 


go  to  the  cheapest  store  and  ask  for  the 
cheapest  shoes.  If  the  rule  holds  good  in 
lots  it  should  hold  good  in  everything.  You 
know,  Mr.  Blank,  there  is  a  difference  or 
we  would  not  ask  it.  If  it  was  not  right  we 
could  not  get  it.  A  ten-cent  coffee  cannot  be 
sold  for  sixty  cents  and  the  people  who  sell 
it  continue  in  business. 

(20)  Objection.  Your  Price  is  too  High. 

Answer.  Mr.  Blank,  I  find  that  most  peo- 
ple who  make  this  objection  give  no  thought 
to  the  correctness  of  their  statement.  A  man 
going  into  a  jewelry  store,  if  he  is  not  posted 
on'the  value  of  diamonds,  may  say  the  price 
is  too  high,  and  still  not  know  whether  this 
is  really  a  fact;  this  one  karat  stone,  pure 
white,  may  be  a  real  bargain  at  **  steenty  " 
dollars,  but  the  price  named  may  be  higher 
than  he  thought  it  should  be.  The  realiza- 
tion as  to  the  real  value  of  diamonds  may 
cause  the  remark,  but  does  not  make  a  fact. 

(21)  Objection.  Your  Price  is  too  High. 
Answer.    Mr.  Blank,  I  hardly  agree  with 

you ;  while  I  do  not  claim  to  be  an  expert  on 
values  of  lots  I  believe  the  firm  I  represent 
are,  and  know  their  business;  they  know 


THE  science  of  SALESMANSHIP        151 

how,  when,  and  what  to  buy  that  will  give 
the  greatest  satisfaction.  You  are  getting 
the  benefit  of  their  expert  judgment ;  this  is 
not  their  first  piece  of  land ;  they  have  sold 
himdreds  of  acres ;  it  is  to  their  advantage  to 
sell  as  reasonably  as  they  can.  Profit  on 
land  is  not  made  by  getting  high  prices  for 
each  lot,  our  profit  is  made  by  selling  out  a 
large  tract  in  a  few  months  and  then  open- 
ing a  new  subdivision.  I  know  our  lots  are 
selling  as  low,  if  not  lower  than  others 
located  in  this  section,  and  there  are  many 
desirable  features  in  this  piece  of  land  which 
I  would  like  to  point  out  to  you.  We  are 
giving  you  the  benefit  of  our  years  of 
experience. 

(22)  Objection.  Your  Price  is  too  High  ; 
I  Can  Buy  Lots  Cheaper. 

Answer.  Yes,  Mr.  Blank,  I  grant  you  can 
buy  lots  cheaper,  but  are  the  cheaper  lots 
as  desirably  located  as  ours?  If  you  rent 
a  store  on  our  best  business  thoroughfare  it 
will  cost  you  several  thousand  dollars  a 
month.  You  can  rent  a  store  just  as  large 
or  larger  on  a  side  street,  possibly  in  better 
condition  for  forty  dollars  a  month.    It  is 


i 


li 

I  HI 


I  :l 


152 


UTILIZING  OUR  WASTE  POWER 


not  a  question  of  how  cheap  or  how  dear ;  the 
questions  you  want  to  have  answered  are 
which  will  pay  the  best,  where  can  I  find  the 
most  business?  Our  best  stores  all  would 
rent  for  less  if  one  could  do  the  same  amount 
of  business  in  them.  You  know,  Mr.  Blank, 
that  the  cheaper  stores  or  the  cheaper  lots 
are  not  the  best  for  you  or  anyone  else,  if 
you  want  the  best  returns. 

(23)  Objection.  My  Wife  Ob jects  to  Me 
Buying  Lots. 

Answer.  Mr.  Blank,  when  your  wife 
married  you  she  married  a  man ;  she  married 
you  because  you  were  a  man ;  she  looked  up 
to  you  as  her  protector,  as  the  one  who 
would  provide  for  her.  She  is  the  weaker 
vessel;  she  has  not  the  foresight  that  you 
have ;  she  would  think  very  little  of  the  man 
she  married  if  he  did  not  support  her  prop- 
erly. Now,  Mr.  Blank,  do  you  ask  her 
opinion  about  your  goods?  You  don't  ask 
her  if  she  thinks  you  should  buy  a  bolt  of 
cloth.  It  really  is  not  your  wife,  Mr.  Blank ; 
you  are  not  quite  sure  of  yourself.  The 
goods  you  handle  you  know  all  about;  you 
do  not  ask  your  wife,  because  you  know. 


the  science  of  salesmanship      153 

Now  here  is  a  case  where  neither  you  nor 
she  knows.  If  you  want  to  know  anything 
about  these  lots  it  seems  to  me  it  would  be 
advisable  to  ask  someone  who  has  had  expe- 
rience, one  who  is  posted.  When  you  wanted 
to  learn  the  tailoring  business  you  hardly 
asked  a  blacksmith  what  he  thought  of  the 
tailoring  business.  You  knew  he  didn't 
know.  Therefore,  you  are  doing  yourself 
an  injustice,  you  are  doing  your  wife  an 
injustice,  by  taking  the  advice  of  one  who 
knows  nothing  about  the  lot  proposition,  one 
wholly  inexperienced,  and  permitting  this 
to  be  your  final  answer. 

(24)  Objection.  Your  Property  is  too 
Far  Out. 

Answer,  Mr.  Blank,  our  lots  are  not  any 
further  from  the  built  up  section  of  the  city 
today,  than  the  lots  which  were  sold  ten 
years  ago.  All  vacant  land  which  we  can 
buy  by  the  acre  must  be  some  distance  out. 
When  the  lots  we  are  selling  today  are  built 
up,  we  will  have  to  go  out  still  further  to  buy 
acreage,  then  people  will  say  the  same,  and 
consider  the  lots  we  are  now  offering  as  be- 
ing in  the  city.   You  may  find  a  few  vacant 


154 


UTILIZING  OUR  WASTE  POWER 


it! 
Ill 


I 


lots  closer  to  the  city  than  ours,  but  you  will 
have  to  pay  several  times  as  much  for  them. 
They  sold  at  about  the  same  price  we  are 
selling  ours  for  a  few  years  ago  and  as  the 
city  grows  the  outlying  land  constantly  in- 
creases in  value. 

(25)  Objection.  Your  Property  is  too 
Far  Out. 

Answer.  Mr.  Blank,  you  hesitate  buying 
lots  because  they  are  too  far  out?  Surely 
you  realize  property  within  the  distance  you 
would  like  to  go,  is  either  built  up,  or  owing 
to  the  increased  valuation,  prohibitively 
high  to  get  the  desired  amount  of  ground. 
The  advantage  of  buying  out  as  far  as  we 
are  is  that  you  can  have  a  piece  of  land 
large  enough  to  have  a  beautiful  lawn  and 
flower  beds,  a  garden,  raise  chickens,  and 
feel  that  your  home  is  indeed  a  Haven  of 
Rest,  a  change  of  environment  from  the 
densely  built  up  city,  giving  you  that  feel- 
ing of  freedom  which  is  not  enjoyed  by 
those  who  buy  so  close  to  the  city.  The 
value  of  their  home  is  depreciated  owing  to 
the  solid  rows  of  brick  houses  built  up  on  all 
sides;  ours  is  a  delightful  suburban  devel- 
opment. 


the  science  of  salesmanship      155 

(26)  Objection.  Your  Lots  Are  Cut  Up 
TOO  Small. 

Answer.  Mr.  Blank,  if  we  had  cut  our 
lots  larger  it  would  not  be  any  more  satis- 
factory to  you,  as  the  price  would  be  higher. 
We  pay  a  certain  price  per  acre,  we  must 
make  a  certain  percentage  of  profit.  If  we 
cut  our  acre  into  twelve  lots,  we  can  sell  them 
for  five  himdred  dollars  each;  if  we  made 
them  twice  as  large  we  would  be  compelled 
to  ask  ten  hundred  dollars  each.  It  really 
makes  no  more  difference  how  we  cut  up  our 
lots  than  it  does  how  a  restaurant  keeper 
cuts  his  pie.  When  the  price  of  pie  went  up 
during  the  war,  the  pieces  were  cut  smaller. 
It  was  the  price  of  the  whole  pie  that  gov- 
erned the  size  of  the  slice.  In  order  to  get 
larger  lots  it  would  be  necessary  to  go  out 
much  farther  from  the  city  where  the  acre- 
age is  cheaper.  When  we  get  out  far  enough 
to  buy  acres  at  half  the  price  we  paid  for 
this,  we  can  cut  our  lots  twice  as  large  for 
the  same  price. 

(27)  Objection.   Your  Lots  Are  Cut  Up 
TOO  Small. 


156 


UTIUZING  OXJB  WASTK  POWER 


fclf 


Answer.  Mr.  Blank,  you  will  find  that  it 
is  to  the  advantage  of  the  purchaser  to  have 
the  lots  cut  up  small  as  it  gives  each  an  op- 
portunity to  buy  as  much  or  as  little  as  he 
needs.  Suppose  **  A  ''  wanted  to  build  a 
three-story  house;  he  would  only  require 
half  as  much  groimd  as  **  B  "  who  wanted  a 
Bungalow  with  the  same  number  of  rooms 
on  one  floor.  **  A  "  could  buy  one  lot  and 
build  his  house,  while  if  the  lots  were  cut  to 
suit  the  needs  of  *'  B  "  only,  '*  A  "  would 
be  compelled  to  buy  more  ground  than  he 
needed.  As  it  is,  '*  B  "  can  buy  two  lots,  the 
price  being  the  same  for  the  two,  as  it  is  for 
one  twice  the  size,  cut  to  suit  the  needs 
of ''  B." 

(28)  Objection.  It  is  too  Wet  and  Cold 
TO  Go  Out.  Wait  Until  the  Weather 
Gets  Warmer. 

Answer.  Mr.  Blank,  this  is  the  very  best 
time  to  look  at  vacant  lots.  In  the  first 
place,  you  can  see  how  they  look  when  the 
water  settles  on  them;  you  can  tell  if  they 
are  dry  lots ;  you  can  tell  if  you  could  dig  a 
cellar  or  not,  or  if  your  cellar  would  be  full 
of  water.   In  the  summer,  when  the  weather 


the  science  of  salesmanship      157 


is  fine  and  the  grass  is  green,  all  lots  look 
good,  but  in  weather  like  this,  in  cold 
weather,  lots  do  not  appeal  to  you  as  they 
would  in  summer.  You  will  not  be  tempted 
to  buy  unless  they  are  exceptionally  weU 
located.  I  have  a  limousine  and  you  will  not 
feel  at  all  uncomfortable;  you  can  see  my 
lots  out  of  the  car  window  without  stepping 
on  the  ground. 

(29)  Objection.  The  Weather  is  too 
Cold  and  Wet  to  go  Out;  Wait  Until  it 
Gets  Warm, 

Answer.  Mr.  Blank,  I  have  a  special  rea- 
son for  going  out  with  you  today ;  our  spring 
prices  go  into  effect  April  1.  The  wise  buy- 
ers, the  ones  who  know  how  to  count  dollars 
and  make  dollars  count,  are  going  out  now, 
you  know  you  can  buy  a  fur  overcoat  cheaper 
in  August  than  you  can  in  December,  and 
you  can  buy  a  lot  cheaper  in  March  than 
you  can  later  in  the  spring  when  everything 
looks  inviting  and  green.  You  can  use  the 
money  you  save  for  Charity  if  you  have  no 
other  use  for  it ;  you  will  feel  perfectly  com- 
fortable in  my  limousine. 


U 


4 


158 


UTILIZING  OTTB  WASTE  POWER 


I 


(30)  Ohjection.  ICan^tSeeAnyMoney 
IN  A  Land  Investment. 

Answer.  Mr.  Blank,  can  you  see  any 
money  in  having  a  number  of  people  work- 
ing for  you  without  pay,  boardiiig  them- 
selves, and  paying  their  own  expenses! 
That  is  what  I  am  selling  you  when  I  sell  you 
a  piece  of  land  around  this  city.  The  only 
thing  that  increases  the  value  of  vacant  land 
is  improvements.  The  one  owning  a  few  lots 
in  the  outlying  section  usually  does  nothing 
to  improve  them,  but  the  city  constantly  is 
making  improvements,  which  makes  this 
outlying  land  more  desirable  and  therefore 
more  valuable.  The  State  is  improving  the 
roads  leading  to  this  section,  the  people  are 
building  homes,  laying  out  beautiful  lawns 
and  flower  beds ;  every  improvement  anyone 
puts  in  makes  your  land  more  valuable,  but 
he  does  not  charge  you  a  cent  for  helping 
you  to  increase  the  value  of  jowc  holdings. 
The  State,  the  City,  and  the  People  Att. 
Ake  Working  for  You  for  Absolutely 
Nothing.  It  is  about  the  only  investment 
of  its  kind  on  earth. 


/ 


THE  SCIENOE  of  SALESMANSHIP        159 

To  the  real  estate  salesman  these  answers 
are  offered  only  as  suggestions.  Revise  them 
to  suit  your  needs.  Improve  on  them,  and 
try  to  write  two  more  other  answers  to  each 
objection.    This  is  wonderful  practice  work. 

When  the  great  world  war  was  on  every 
true  American  tried  to  do  His  Bit  to  make 
our  Coimtry  a  decent  place  to  live.  If  you 
wish  to  make  the  existing  conditions  still 
better  and  stabilize  our  Government,  induce 
more  people  to  Own  Their  Homes,  thereby 
making  them  better  citizens,  because  they 
will  feel  they  are  a  part  of  the  City,  because 
they  are  a  part  owner. 

In  Selling  Land  You  Increase  Its  Tax- 
able Value.  Ten  acres  owned  by  an  indi- 
vidual is  not  worth  as  much  as  the  same 
groimd  subdivided  into  building  lots  and 
owned  by  fifty  persons.  The  one  who  sub- 
divides the  land,  thereby  enabling  people  to 
build  homes,  is  a  benefactor.  But  it  requires 
salesmanship  to  convince  the  prospect  that 
he  becomes  a  better  citizen,  is  more  thought 
of,  and  takes  a  greater  interest  in  municipal 
affairs,  by  being  a  taxpayer. 


I 


li 


160 


UTILIZING  OUB  WASTE  POWER 


The  main  thing  in  selling  anything  is  to 
look  after  the  interest  of  the  ones  you  are 
doing  business  with.  They  themselves  do 
not  know  what  is  to  their  best  interest; 
everyone  tries  to  avoid  taking  anything  that 
might  be  a  burden,  even  if  it  would  benefit 
him.  This  starts  from  childhood;  the  boy 
does  not  want  to  study  because  he  finds  it 
harder  than  playing;  he  is  not  looking  out 
for  his  own  best  interest,  not  because  he  does 
not  like  himself,  or  because  he  does  not  wish 
to  progress,  but  he  just  tries  to  go  through 
life  along  the  lines  of  the  least  resistance. 
It  certainly  is  a  good,  kind  act  to  warn  this 
boy,  to  try  to  get  him  to  better  his  condition. 
And  the  grown  up  boy,  called  man,  also  is 
going  through  life  along  the  lines  of  the  least 
resistance,  having  nothing  but  a  bare  living, 
saving  nothing  for  old  age.  Is  it  not  a  kind 
act  to  sell  him  a  piece  of  property  on  the 
payment  plan,  and  get  him  to  do  something 
for  himself  and  his  own  best  welfare  ? 

Tou  lot  salesmen,  have  you  ever  thought 
that  if  you  had  not  sold  that  lot  to  Mr. 
Smith,  he  would  have  spent  the  money  just 


THE  SCIENCE  OF  SALESMANSHIP        161 

the  same,  and  would  have  nothing  to  show 
for  it.  You  have  been  a  benefactor  to  him, 
did  you  know  it  ?  Were  you  thinking  about 
that  when  you  sold  him  the  lot?  Probably 
not.  But  I  consider  myself  a  missionary; 
my  business  to  me  is  as  sacred  as  that  of  a 
minister.  In  fact  I  am  a  preacher  Unor- 
DAINED.  I  am  preaching  to  you  in  the  pages 
of  this  book ;  I  ask  you  to  be  men,  Real  Men  ; 
Men  Who  Do  Things,  Men  of  Ambition, 
Men  of  Achievement. 

What  have  you  done  to  be  proud  of  ?  Most 
of  us  only  make  a  living  like  a  horse.  That 
is  not  what  God  made  all  the  gold  and  silver 
for ;  it  was  not  made  for  a  few,  it  was  made 
for  all.  If  you  have  not  got  yours,  get  busy 
and  get  it.  Start  to  Sell  Something  and 
Buy  a  Home  With  the  Extra  Money 
You  Make.  Then  write  me  a  letter  and 
say,  '^  Thank  you,  Mr.  Sayman;  I  read 
your  book.  I  thought  it  was  good,  I  lived  up 
to  the  principles  you  taught,  I  have  ten 
thousand  to  show  for  the  investment." 

Thanks,  My  Friend;  if  I  Have  Helped 
Tou  I  AM  Glad,  but  the  Credit  is  All 


m 


162 


UTILIZING  OUR  WASTE  POWER 


Yours  ;  you  took  advantage  of  your  oppor- 
tunity;  others  could  have  done  so,  but  would 
not.  I  deserve  neither  the  blame  nor  the 
praise.  I  just  keep  on  preaching  the  Maj- 
esty OF  THE  Human  Family.  Assert  your 
sovereignty,  be  a  King  among  men,  be  a 
Queen  among  women ;  you  can  if  you  will. 
Whatever  business  you  are  in,  be  a  minister, 
put  your  heart  into  your  work,  be  honest  and 
take  your  due  but  be  satisfied  with  that,  and 
after  you  get  it  put  it  to  some  good  use. 

I  Have  Given  You  Courage.  The  one 
thing  you  have  lacked  is  courage.  I  have 
told  you  what  to  do.  We  have  reasoned  to- 
gether. If  you  agree  I  am  right,  Take  Ad- 
vantage OF  Your  Opportunity. 

Make  Your  Dreams  Comb  True 

As  long  as  you  spend  all  the  money  you 
earn,  your  desires  and  your  hopes  are  only 
pipe  dreams;  save  a  regular  amount  every 
day  or  every  week.  I  know  saving  is  slow, 
but  it  gives  one  a  start.  After  you  have 
fifty  dollars  saved,  it  can  be  invested.  One 
may  pay  this  small  amount  on  a  good  piece 


THE  SCIENCE  OF  SALESMANSHIP       163 

of  land,  which  if  properly  located  and 
rightly  priced,  will  double  itself  in  value 
within  a  short  time.  Stop  a  moment  and 
consider  what  this  would  have  amounted  to 
had  you  started  five  years  ago.  Start  today, 
save  at  least  fifty  cents  each  day  and  make 
your  Ideals  Realities. 

You  will  take  more  pleasure  out  of  life, 
more  pride  in  yourself,  you  will  feel  differ- 
ent, act  different  and  be  a  recreated  being 
Today  is  the  Day,  Now  is  the  Time,  Act 
ON  the  Good  Impulse  You  Now  Have.  If 
you  cannot  save  anything  from  your  present 
income  increase  your  income  by  Rolling  some- 
thing. I  have  explained  the  science  to  you; 
has  this  book  benefited  you  I  It  will  benefit 
your  friend  and  neighbor.  Just  write  me  a 
letter,  I  will  tell  you  how  to  start,  how  to  go 
ahead  and  encourage  you  to  become  a  greater 
success. 

The  Author  will  answer  letters  of  inquiry 
from  those  needing  advice.  He  will  mail 
free  of  charge  his  booklets  entitled  ^'  Ser- 
vice," *'  My  Character,"  and  **  Fairies  of 
THE  Mind,"  to  all  parts  of  the  world,  postage 


164 


UTILIZING  OUB  WASTE  POWER 


free ;  and  in  his  home  town  will  deliver  lec- 
tures free  for  any  church,  organization  or 
shop;    also   recommend    other   books   and 
studies. 
Address, 

I.  H.  Sayman, 
146  Equitable  Bldg., 
Baltimore,  Md.,  U.  S.  A. 


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